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Microsoft Integrated Joint Sales And Marketing

Microsoft Integrated Joint Sales And Marketing



Updated positioning paper, sponsored by Susan Hauser, new vice president of Worldwide Industry and Global Accounts. The document explains hwo engagement in the multi channel suite of alliance ...

Updated positioning paper, sponsored by Susan Hauser, new vice president of Worldwide Industry and Global Accounts. The document explains hwo engagement in the multi channel suite of alliance marketing collateral benefits partners in communicating to the Microsoft enterprise client base.



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    Microsoft Integrated Joint Sales And Marketing Microsoft Integrated Joint Sales And Marketing Presentation Transcript

    • Integrated joint sales & marketing channels Customer magazines Website Digital editions eNewsletter Partner Guides
    • Connected – your gateway to a captive audience For over ten years Microsoft’s customer magazines have provided a unique channel to access a targeted audience of technology buyers and influencers. T hroughout this time Microsoft partners have promote your solutions and services within three key vertical reported a return on investment from their industries. participation, measured not just by compelling lead generation statistics, but also through improved brand This positioning paper provides you with the information awareness, customer loyalty and competitive advantage. that you will need to make an informed decision about how you can leverage these valuable marketing tools to Finance on Windows, Retailspeak and Prime are informative maximum effect. For Microsoft partners these products Susan Hauser and respected publications that provide an effective offer an unrivalled return for your corporate sales and VP Worldwide Industry opportunity for you to go-to-market alongside Microsoft to marketing spend. Microsoft Corporation Customer magazines – our suite of customer magazines Website – OnWindows.com offers a single source of news, Partner Guides – acknowledged as one of the first points focus on key verticals, giving customers in each industry the information and resources about Microsoft and Microsoft- of reference to find solutions and services from Microsoft knowledge and insight to help maximise the value of their partner technologies in the enterprise. For end-customers partners, the Guides are essential for technology decision investment in Microsoft and partner technologies. Each there is a wealth of information about how Microsoft and its makers and influencers. Selecting the right IT solution is an magazine offers incisive, expert commentary on the issues partners are helping businesses in industry. exacting task. It’s crucial to choose the right supplier, so it that matter, helping customers understand how to plan and pays to tread carefully. Any time that can be saved in this execute their IT strategy. OnWindows has a unique community of users seeking process, assisting in the successful selection, can have a solutions and services to help them extend the return on positive impact on the bottom line. All partners have an open invitation to use the magazines their investment in the Windows platform. For partners the to communicate company news, customer successes and site provides a valuable channel to distribute product news, From a supplier’s perspective, a presence in the guide offers thought leadership. case studies and thought-leadership. a fantastic opportunity to go to market alongside Microsoft and participate in a successful lead generation programme Digital Editions of each magazine can be accessed from Keep up to date with the most popular news releases and by getting on to more long-lists. OnWindows.com resources by signing up to our monthly eNewsletter.
    • Better together – integrated sales & marketing Microsoft’s customer magazines, OnWindows.com and the Partner Guides are proven sales and marketing tools fully integrated into global activities, providing Microsoft partners with an integrated channel to reach a captive and influential audience. Website A vast repository of Microsoft and partner news, case studies Industry teams Microsoft offices Business teams Product groups Customer campaigns and resources. Connected to Under the direct leadership Engages with 88 worldwide Access to industry knowledge Associates with Microsoft Collaborates with and from Microsoft.com, the of the industry teams, the offices – the industry and expertise is extended groups for insight and campaign owners to align site provides partners with website, magazines and magazines are distributed to through Microsoft teams, messaging: messaging and publish access to a massive community partner guides are integrated senior decision makers and including: CMG, customer • Information Worker thought-leadership: of IT decision-makers. into the full sales and influencers in each country and partner account • Server and Tools • Sales marketing mix, playing a key and access local thought- managers, analysts and • Client • Finance Customer magazines role in Microsoft customer leadership and content. public relations. • Online Services • Optimise & secure your The trio of industry magazines communications. • Mobile and Embedded core infrastructure are connected across Microsoft's • Microsoft Business • Optimise your business global sales and marketing Solutions productivity infrastructure Customers activity, making them a powerful • Applications platform tool to reach into our captive optimisation and influential audiences. • Security & reliability • Business productivity eNewsletter • Customer acquisition & A concise digest of the most retention popular news and resources • Business solutions (ISV) direct to end-customers, driving up the audiences for the website, Partner ecosystem Microsoft events magazines and Partner Guides. The magazines are available to delegates at all major Digital editions Microsoft events: Launched to enable end- • CEO Summit customers to choose how they • CIO Summit want to consume our content, • Tech.Ed & IT Forum the digital editions extend • Global Account Summit the reach and impact that the • Convergence printed magazines could not • Enterprise Partner Summits otherwise achieve. • Worldwide Partner www.Microsoft.com Publishing Partners Third party connections Conference Partner Guides With over 120 million users Microsoft.com is one of the Microsoft is proud to Key third parties provide With a low-cost point of entry top three visited websites in the world. It draws content collaborate in the production enhanced profile, credibility Additional event presence: and deep market penetration, and resources from the magazines and OnWindows.com of the magazines and partner and reach: • Briefing Center the industry Partner Guides to extend the audience and impact of these resources to guides with a number of • Industry analysts presentations are an easy vehicle to achieve deliver further value to participating partners. Reciprocal key partners who play a • Industry associations • Product launches improved brand awareness and links drives business and industry visitors to OnWindows. pivotal role across the entire • Industry exhibitions • National events competitive advantage. com to complete the cycle. publishing process. • Industry conferences • Microsoft & partner events
    • Engaging with industry decision makers For over ten years Microsoft’s customer magazines have been engaging with enterprise customers to share insights and thought-leadership about the topics that are at the forefront of industry discussion and debate. Roberto Scotti Xavier Malherbet Hoyt Harper Haken Ates Gokhan Sarpkaya CEO, Bolzoni Auramo Group, Senior Vice President Senior VP Brand Management President Project Leader, Logistics Autumn 2008 Crédit Agricole The Sheraton Group DenizBank Financial Services Continental AG Autumn 2009 Autum 2009 Summer 2009 Summer 2009 Peter Leahy Piero Poccianti Richard Woodhams Pim Van Der Horst Russell Bower Head of IT Head of IT Group Business Information CIO & Director of ICT IT Business Services Manager, Jewson Endsleigh Insurance Services Monte dei Paschi di Siena Manager, Towergate KAS Bank Summer 2008 Spring 2009 Spring 2008 Winter 2009 Autumn 2008 Phil Barratt Uwe Tontsch Andreu Purroy Dr Peter van Manen David Lester Group Telecommunications, L’Oreal Head of IT, Bosch and Siemens IT Manager, La Caixa MD, McLaren Electronic Systems CIO, London Stock Exchange Spring 2006 Hausgerate August 2007 Summer 2007 Spring 2006 Autumn 2007
    • Aligned – addressing the issues “Prime delivers keen insights The editorial direction and features of Microsoft’s customer magazines map directly on to Microsoft’s Customer Campaigns to on the business issues that are play a significant role in communicating thought-leadership and solutions to address current industry challenges. challenging our customers across the sector.” Microsoft industry groups Microsoft Customer Campaigns Cross-company collaboration & support Ruediger Dorn Managing Director, WW Pharmaceutical, Microsoft “Risk management, regulatory compliance and controls is a business imperative for our customers and a key theme for Finance on Windows.” Sai Sireesh Pachava WW Director, Risk & Compliance Solutions, Microsoft Customer challenges Microsoft’s three business divisions collaborate with the industry teams “Retailspeak delivers the store through six of the product groups in the systems thought-leadership that publication of the magazines. Their role is our customers need.” to provide editorial strategy, direction and David Dobson thought-leadership to ensure the content WW Industry Solutions Manager, Microsoft meets the high standards that our readers have come to expect. Editorial priorities Editorial calendar 2010 Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec • Business insight • Multi-channel • Supply chain • Store systems • E-commerce • Distribution and logistics • Mobility • Payments • Branch & customer knowledge • Risk Analytics • Payments • Core banking • Customer and performance insight • Advisory services • Risk management and compliance • Mobility in banking • Innovation management • Supply chain visibility • Sales, marketing and service • Green manufacturing operations • Manufacturing execution systems • Simulation-high performance • Product lifecycle management • Drive corporate performance computing and compliance
    • Business value marketing – reasons to spend! Why participate? Microsoft’s customer magazines and supporting website reaches a combined audience of hundreds of thousands of technology 1 High return on investment decision makers. The power and influence of this captive audience provides a compelling return on investment. – regular partner feedback qualifies this claim 2 Unique – Microsoft’s customer magazines and associated media Brand awareness Customer loyalty Decision makers and influencers Existing customers are reassured 3 Joint go-to-market – at every significant financial that they made the right established as a channel for services organisation, retail purchasing decision when partners and Microsoft to go- and hospitality business and they see participating partner to-market together manufacturing company get coverage in Microsoft’s customer Microsoft’s magazines. The magazines, leading to customer 4 Widely read – rigorously resulting familiarity of partner satisfaction and loyalty. These controlled circulation to brands within this captive benefits are extended in repeat Microsoft customers and audience brings immeasurable deals when opportunities to up- prospects benefits. sell and cross-sell are leveraged. 5 Captive audience – eagerly awaited by an influential audience with high pass-on stats 6 Large market – received by Lead generation Competitive advantage Microsoft and partner every significant technology According to 86 per cent of With over 600,000 active joint marketing decision maker in each market marketing directors, print Microsoft partners, competition advertising is still acknowledged is fierce. Microsoft’s customer 7 Low price – low cost per as being the most effective magazines provide the partners thousand , options to suit every method of generating new looking for an edge with an size of budget business leads, understandable opportunity to go-to-market 8 Editorial profile – as 96 per cent of board directors alongside a trusted brand and opportunities to extend and read customer magazines. enjoy the inherent marketing enhance your profile beyond Participation in Microsoft’s benefits that result. This traditional advertising customer magazines includes generates a significant awareness online presence to overcome and enquiry advantage over non- 9 Production values – high any doubt. participating competitors. quality brand, essential reading 10 Shelf life – readers likely to retain, reuse and share “I’m very excited about what we can do for our customers together, because there’s never been a time when there’s throughout the year been such an amazing wave of innovation coming that will transform the way customers can work with and drive their business”... Allison Watson, speaking at the Microsoft Worldwide Partner Conference 2009
    • Finance on Windows Finance on Windows is an established voice in today’s financial services arena, bringing the expert opinions of technology partners and industry analysts to a growing audience of decision makers F or almost ten years, Finance on Windows has been the authority on the use of Microsoft software in the EMEA financial services sector. The magazine covers a broad range of topics such as the evolution of financial services delivery channels, core banking, the development of payments systems, the insurance value chain and enterprise risk management and compliance. In addition to our team of in-house journalists, experts from all areas of the industry contribute to the editorial content of the magazine. Finance on Windows lets Microsoft partners reach out to a targeted audience of customers and prospects by joining in discussions of the issues that matter. Finance on Windows Anders Abrahamsson Partner Guide MD EMEA Financial Services Industry Group Microsoft An essential guide for financial services technology users in EMEA, this unique publication has been acknowledged as the “As a Microsoft partner, Finance on Circulation analysis first point of reference to find Windows provided an excellent venue to promote our company and product and Geographical split EMEA 74% Windows-based solutions and build brand awareness internationally.” N&CA 4% services from Microsoft partners. Apac 20% Mickey Goldwasser Latam 2% VP, Product Marketing & Communications, In addition to a comprehensive Open Solutions Inc. directory of partners, readers will also benefit from a series “A valuable, top class resource for of thought-leadership articles Microsoft partners to address the Vertical industry Capital markets 21% Microsoft customers community. We analysing the most important Insurance 28% greatly appreciate the professionalism Retail banking 39% challenges and solutions in the and dedication of the team.” Technology 10% sector. They will also have access Other 2% to customer evidence explaining Paolo Cattolico Marketing Information Management, how solutions have been HP Software implemented and the benefits Job description CEO (or equivalent) 6% reaped by financial services “This unique targeted magazine reaches CIO 18% providers. the audience we’re after. The high- COO/CFO 6% quality publication helps us to bring our BDM 48% message across cost-effectively.” TDM 19% From a supplier’s perspective, a Other 3% presence in the guide offers a John Powers President, fantastic opportunity to extend Digipede Technologies Print run 10,111 (2009 average) brand awareness and get onto more shortlists.
    • Prime With its eyes on the global manufacturing industry, Prime offers unrivalled opportunities to discuss the latest technologies, and to engage with existing and potential customers P rime has rapidly become the authoritative source on Microsoft software and services for manufacturing. The magazine explores the key issues facing firms in the manufacturing industry today; from product lifecycle management and the supply chain, to plant floor visibility and lean manufacturing. Prime also provides a round-up of industry news, case studies, commentary, interviews and analysis. Created as a channel for Microsoft and partners to collaborate and deliver a compelling joint-sales proposition, Prime has achieved tremendous success and sits at the core of our sales and marketing activity. Prime Partner Guide Çaglayan Arkan General Manager, Manufacturing & Resources Sector Manufacturing organisations Microsoft of every kind are increasingly recognising that Windows and other Microsoft software and tools can give them “Prime has a unique and cost effective Circulation analysis the agility, scalability and value proposition, giving us access to an influential audience and enabling us to Geographical split EMEA 66% expertise they need to support articulate our own strengths in aligning N&CA 19% growth and enable them to with Microsoft technology.” Apac 9% take advantage of the many Latam 6% Kathleen Regan opportunities emerging in the Director of Strategic Alliances, Invensys sector. A key strength in this area is Microsoft’s ecosystem of “Since 2003 our business has benefited Vertical industry solution providers, who apply Automotive and Industrial 13% from the marketing power that Microsoft’s the knowledge, support and Pharmacutical 11% customer magazines deliver. It’s easy High Tech 27% to recommend these magazines to any guidance that manufacturing Oil and Gas 7% company that has a Microsoft-based Utilities 11% companies need to make sure solution or service, because they work.” Consumer Goods 18% they gain maximum benefit Matthes Derdack Other* 13% from their use of technology. Managing Director, * includes aerospace, chemicals, metal and mining Derdack The Prime Partner Guide Job description “Prime works for us on every level and CEO (or equivalent) 4% provides a respected source also provides our customers with a clear CIO 15% COO/CFO 5% of information about a wide demonstration of the close relationship BDM 41% selection of partners operating that we have with Microsoft.” TDM 29% Jan Larsson worldwide. It has become Other 6% EMEA Marketing Director, a valuable and informative Siemens PLM Software resource for our customers Print run 11,955 (2009 average) around the globe.
    • Retailspeak Retailspeak provides an engaging and informative window on the retail and hospitality markets, with the latest news and opinions on how Microsoft and partner technologies are enabling this dynamic industry. R etailspeak provides its readers with a quarterly digest of features, commentary and case studies focusing on the significant challenges faced by today’s retailer and hospitality business. Written by a well-informed team of journalists and with supporting contributions from a range of thought- leaders, an insightful and balanced view is assured. Microsoft’s popular and highly regarded customer magazine has won a captive and influential following. What makes Retailspeak so special for Microsoft is the way that this publication has been embraced by many of our key partners who continue to report great feedback about their participation. Retailspeak Partner Guide Paula Paravecchio EMEA Managing Director, Distribution & Services From hotels to department Microsoft stores, the retail and hospitality sectors face pressure to attract and retain customers, increase productivity, grow profits “The benefits are clear and proven. Circulation analysis and streamline processes For us, the magazines are a main cornerstone in our Microsoft-focused Geographical split EMEA 76% while justifying investment in go-to-market strategy.” N&CA 16% technology. The Retailspeak Andreas Rohnfelder Apac 5% Partner Guide provides Director Technology Partner CM SA TP Latam 3% a definitive collection of Fujitsu companies working alongside “Microsoft’s Retailspeak provides an ideal Microsoft in these sectors, and platform for us to communicate with our showcases technology solutions target audience and share best practices. Vertical industry Food & drug 33% and services on offer to our Our continued association is assured due Mass merchandise 11% to the quantifiable business benefits that Speciality 27% mutual clients and prospects. we achieve from this initiative.” Hospitality 22% Other 7% Joachim Pinhammer For our valued retail and Marketing Director - Retail hospitality partners, I Wincor Nixdorf wholeheartedly recommend “The editors at Retailspeak have an Job description CEO (or equivalent) 7% that you ensure your company unusually deep understanding of retail CIO 24% is listed in this publication – the and software – they put our unique COO/CFO 6% benefits are clearly articulated solution in front of retailers and Dynamics BDM 37% Partners with stunning results for us.” TDM 21% in this information and more Other 5% than justify the expenses Tom Keane President & Co-Founder, associated with each of the NitroSell Print run 10,091 (2009 average) options available to increase your profile.
    • OnWindows.com New product and service launches, customer successes, the latest thought-leadership and market insights are “Our PR and AR activity with released every day by Microsoft partners. OnWindows.com is a great place to go to keep in touch. partners in 2009, through these channels, was particularly successful and we look forward to working with you to emulate our achievements in 2010.” OnWindows.com is the centrepiece of our joint- marketing suite of products. Originally conceived in 2003 Wendy Grover WW Director, Industry Press & Analyst Relations and relaunched in Q2 FY09, site traffic is growing daily as Microsoft word spreads. For our partners, this resource provides an easy opportunity to go to market alongside Microsoft to showcase solutions and services to a captive audience. Your proactive engagement with this site will reap returns – while you might not observe the initial gains of getting a story placed, a white paper uploaded or your partner page updated, an ongoing effort is a wise investment of sales and marketing time. Susan Hauser VP WW Industry Online Partner Guide Microsoft The OnWindows.com partner guide today comprises over 600 partner microsites. These dynamic microsites provide Demographics and statistics visitors with contact details, Email newsletter Traffic source Search engines 78% corporate and industry-specific overviews of participating Direct traffic 14% You can get OnWindows.com Referring sites 8% partners. The partner sites are news and features delivered enhanced by drawing partner directly to your inbox with our specific news, case studies and monthly e-mail newsletter, resources from the main site. which features the most popular Regional demographic EMEA 44% and compelling articles that N&CA 47% Entry level participation is have been added to the site Latam 3% currently free of charge – with in the previous month. It’s an Apac 6% only a little time and effort easy and non-intrusive way required to quickly join a to stay in touch with the most growing number of partners important news about enterprise Statistics who are already benefiting from technology on the Microsoft Unique visitors 20,148 accessing a growing community Page views 32,459 Windows platform. of end-user decision makers. Total visits 21,514 Viewing time 00:01:45 Subscribers 5,584 (November 2009)
    • Get yourself noticed! Participation options The opportunities to differentiate yourself and get noticed go way beyond those offered by traditional publications. Go to market alongside Microsoft and other strategic partners and start to realise the benefits of participation today. onWindows.com Home page banner £900/mth Home page button £650/mth Section page banner £450/mth Section page button £200/mth eNewsletter Banners or box £250/mth Magazines Publishing Partner £8,950 Sponsor £3,600 Double page spread £6,950 Full page colour £4,250 Half page colour £2,600 A4 single sheet insert £3,250 Other inserts £poa Bellyband* £3,750 Partner Guides Publishing Partner £2,500 Sponsor £1,500 Enhanced entry £1000 Partners and Extended entry £250 Online entry free Series discounts are available for multiple bookings. Please email Jon Ingleton on jon.ingleton@tudor-rose.co.uk to explore additional options to promote your company through these products. Common customers — Shared opportunity * Excluding print “The joint opportunities for our company with all of your companies will continue to grow as long as we continue to invest in the relationship and the partnership together. And I want you to know that you can count on us to be true to that core principle.” Steve Ballmer, speaking at the Microsoft Worldwide Partner Conference 2009
    • Proven solutions – quantifiable gains In 2009 over 2,500 Microsoft partners have been featured in the OnWindows branded customer collateral. “The return on investment that Partners that have played a proactive role in extending their profile using these unique sales and marketing tools have partners are recording speaks realised a return on their investment that has exceeded their expectations. volumes about the success of Download below to read the full case study. Retailspeak. These results, the business value to Microsoft and the positive feedback from our customers successfully completes Predisys Dassault Systemes the triangle of expectation that “We noticed an immediate “Leveraging Microsoft’s we set for the magazine.” rise in traffic to our Web site, publication was a natural Nina Groothuijzen including companies that move for us because Prime WW Marketing, Distribution & Services Microsoft would have been difficult to has reach into all our reach otherwise.” prospects and customers.” “The Prime Partner Guide provides Ari Pihlajavesi Isabelle de Cidrac an excellent source of information President & CEO, Marketing Director, Predisys Dassault Systèmes about a wide selection of partners operating worldwide.” Javier Carregha Senior manager, WW Marketing, Microsoft K3 Fiserv “If you are using Microsoft “We’ve been delighted to “[Finance on Windows is] a technology and want to highly respected publication communicate to our customers I see that the magazine has urge you to use this magazine for enhanced our profile with that is thoroughly entrenched your marketing purposes.” existing sales prospects.” in one of our target markets.” Andrew Longstaff Nigel Stephenson Patrick Millard EMEA Financial Services Industry Marketing, Marketing Manager, Director, Microsoft K3 Fiserv CBS Worldwide “By leveraging Microsoft’s collaboration technologies, partners can continue to provide our customers with the most innovative and powerful LS Retail Profitbase solutions. Engage with Prime to “The feedback we have had “Retailspeak delivers on all communicate how your solutions from Microsoft, our partners levels, giving us an easy are helping manufacturers connect operational systems, and our customers has all decision to make when helping the entire manufacturing been very positive.” planning our annual sales and organisation work and react.” Carsten Wolff marketing spend.” Nick Barnett Director, Rune Vatnamot Director Manufacturing Operations, LS Retail VP Marketing, Microsoft Corporation Profitbase
    • Further information +44 116 222 9900 Claire Brown Christian Jones Keith Newton Ricky Popat Amandip Singh Tel: +44 (0)116 222 9933 Tel: +44 (0)116 222 9906 Tel: +44 (0)116 287 4244 Tel: +44 (0)116 222 9903 Tel: +44 (0)116 222 9902 claire.brown@tudor-rose.co.uk christian.jones@tudor-rose.co.uk keith.newton@tudor-rose.co.uk ricky.popat@tudor-rose.co.uk amandip.singh@tudor-rose.co.uk