Cloud Champion - Week 10: Upsell and Cross Sell
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Cloud Champion - Week 10: Upsell and Cross Sell

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This is round ten of our Cloud Champion course, focusing on upselling and cross selling to other Microsoft cloud products. ...

This is round ten of our Cloud Champion course, focusing on upselling and cross selling to other Microsoft cloud products.

Cloud Champion is Microsoft Australia's 12-week step-by-step program to help our partners be successful with selling Cloud solutions. For more information on the course, please visit www.aka.ms/CloudChampionBlog.

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    Cloud Champion - Week 10: Upsell and Cross Sell Cloud Champion - Week 10: Upsell and Cross Sell Presentation Transcript

    • Microsoft Azure Mike Heald Product Marketing Manager
    • Data Backup in the Cloud Deploy Applications within VMs Host Websites Microsoft Confidential
    • Getting Partners Started w/ Azure Today Key Partner Resources Learning Paths: 1. See all Windows Azure training 2. Receive a Windows Azure 90-day free trial 3. Go to the Windows Azure Developer Center 4. Watch the Windows Azure Jump Start video series Get your partners 1. Use your $100 Azure consumption per month through your Internal Use Rights program (only available to MAPS, Silver or Gold certified Partners), 2. Learn about Windows Azure (Sales & Technical Resources) - Partner & Customer Ready 3. Learn about how Windows Server + Azure connects together today for seamless Server backup with the Ahead of the Game online Training for Partners: Be Lean & Stay Lean: Get Ahead of the Game with Virtualization & Cloud Technologies 4. Learn about Windows Azure Online Learning Paths and get certified TODAY!! 5. Complete our Windows Azure Exams
    • Create amazing customer experiences Microsoft Dynamics CRM Michael Hopwood Technical Solutions Professional – Microsoft
    • Security & Identity Management Platform Data & Process Integration Configuration & Extensibility End-to-end solution powered by Microsoft Cloud On-Premises Customers Employees Partners in
    • COLLABORATION AND KNOWLEDGE SHARING
    • Meet your customers anywhere, on any device
    • Microsoft and Dynamics CRM momentum
    • Dynamics Marketing
    • Social Listening
    • Parature
    • 14
    • Company Overview High Tech & Electronics 70 employees Australia Solution Microsoft Dynamics CRM, Microsoft Dynamics NAV Marketing, customer relations With partner MicroChannel Services, integrated CRM with ERP and other Microsoft applications Results Gained complete view of customers with faster responsiveness Enhanced visibility with better tracking of leads, win/loss ratio and business performance Enabled differentiated marketing, better customer segmentation Powering people-to- people connections and business expansion 15 View the Case Study
    • 16 Microsoft Hosted • Direct Online via Credit Card (billed monthly) • Enterprise Agreement (billed annually) On Premise • Enterprise Agreement • Open Value • Open Business • Dynamics Price List Partner Hosted • SPLA (billed monthly) • On Premise licenses with Software Assurance using Licence Mobility
    • 17 http://www.microsoft.com/en-us/dynamics/crm.aspx http://www.microsoft.com/en-us/dynamics/crm-test-drive.aspx http://www.microsoft.com/en-us/dynamics/crm-free-trial-overview.aspx https://mspartner.microsoft.com/en/us/Pages/Solutions/microsoft-dynamics-crm-online.aspx https://mspartner.microsoft.com/en/us/pages/solutions/microsoft-dynamics-crm-software-advisor-fees.aspx https://mspartner.microsoft.com/en/us/Pages/Membership/customer-relationship-management-competency.aspx http://www.microsoft.com/en-us/dynamics/crm-customer-center/default.aspx http://technet.microsoft.com/en-us/library/jj992623.aspx http://msdn.microsoft.com/en-us/dynamics/crm/dn467921.aspx http://www.microsoft.com/en-us/dynamics/crm-trust-center.aspx http://blogs.msdn.com/b/crm/ https://community.dynamics.com/crm/b/crmconnection/default.aspx https://twitter.com/MSDYNCRMAU http://dynamics-crm.pinpoint.microsoft.com/en-US/home
    • Power BI for Office 365 Mike Heald Product Marketing Manager
    • Power BI for Office 365 1 in 4 enterprise customers on Office 365 Share Find Q&A Mobile Insights in Excel 1 Billion Office Users Analyze VisualizeDiscover Scalable | Manageable | Trusted Self Service BI 19 Self-service BI with the familiarity of Office and the power of the cloud
    • Connect and Collaborate with Power BI for Office 365 20 Share queries & workbooks and refresh to on-premises data with BI Sites Find answers with search-based data visualization in Q&A Stay connected from virtually anywhere with HTML5 and the Power BI mobile app Share Find Q&A Mobile
    • What’s in it for our Partners? $ • Solutions for simplified access to data $
    • How to Buy Power BI 23 • Margin discount available in Open • 30% Open discount until end of June 2014 • Open Stand Alone only • Government pricing available • Academic pricing available in Open Available Today! Priced per user per month billed annually Subscription model Cloud based
    • Power BI Offers and Pricing 24 Power BI add-on for E3/E4 Subscribers Power BI standalone Power BI standalone + Office 365 ProPlus Pricing is Per User Per Month Billed Annually ($547/year) ($383/year) * 30% off promotion for Office 365 E3 or E4 customers. Offered through June 30 2014. Pricing Shown is AUS Commercial ERP through the Microsoft Online Subscription Program Choose the right option based on what you already own:
    • Next Steps 1. Power BI for Office 365 Training 2. Power BI for Office 365 Partner Site https://mspartner.microsoft.com/en/au/Pages/Solutions/pow er-bi.aspxBecome familiar with the SKUs & 30% Promo 3. Cross-sell Power BI for Office 365 with Office 365 4. Partner Marketing Centre for campaign materials
    • See which files are shared and with whom Files are private by default Simple controls for quick actions such as creating a document, uploading, editing and sharing Quick navigations to find and access files you recently interacted, shared with you or you are following
    • Multiple files are uploading by drag and dropping to OneDrive for Business
    • Additional tasks: download a copy, follow content, see who has access, share, and check- in/check-out. Preform frequent tasks: edit, share and post to yammer
    • One click to take documents offline and sync with a local computer Access to content on-the-go, with changes automatically uploaded when back online. Green arrows indicates newly sync’d files,
    • Allows to choose specific access permission for specific people Share documents with other with quick action on the hover card or unlocking the documents Documents can be shared using the simple control or by dragging it to the Shared with Everyone folder
    • Right from the inbox documents can be open in Office Online Office Online allows multiple people to view and edit the same document at the same time. When a user make changes in the document, the paragraph is being locked down to avoid conflicts
    • As best practice versioning control is activated to keep track on changes
    • Documents stored in OneDrive for Business can be access from almost any device You can also stay connected via apps and browser.
    • - - - - - - - *
    • Windows Intune Overview Michaeli Gotley, Product Marketing Manager, Windows Intune
    • 67% of the people who use a smartphone for work and 70% of people who use a tablet for work are choosing the devices themselves 905M tablets in use for work and home globally by 2017 Gartner Mobile device management (MDM) is still a separate market, but organizations are increasingly looking to use a single vendor and management platform to support their PCs, Macs and mobile devices.
    • The explosion of devices is eroding the standards-based approach to corporate IT. Devices Deploying and managing applications across platforms is difficult. Apps Today’s challenges Data Users need to be productive while maintaining compliance and reducing risk. Users expect to be able to work in any location and have access to all their work resources. Users
    • Devices AppsUsers Empowering People-centric IT with Windows Intune Enable users Allow users to work on the devices of their choice and provide consistent access to corporate resources. Protect your data Help protect corporate information and manage risk. Management. Access. Protection. Data Unify your environment Deliver a unified application and device management on-premises and in the cloud. Market-leading, familiar client management tools extended with cloud-based MDM Simplified, user-centric application management with profile configuration Comprehensive settings management across platforms Consistent Company Portal experiences across devices Simplified enrollment Automatic connection to apps and data Selective wipe of corporate apps and data to protect sensitive information Email profile configuration and selective wipe Data protection configuration settings (iOS 7)
    • Personal Apps and Data Lost or Stolen Company Apps and Data Remote App Help protect corporate information and manage risk Centralized Data EnrollmentRetired Company Apps and Data Remote App Policies Policies Lost or Stolen Company Apps and Data Remote App Policies Personal Apps and Data Retired Personal Apps and Data IT can provide a secure and familiar solution for users to access sensitive corporate data from anywhere with VDI and RemoteApp technologies. Users can access corporate data regardless of device or location with Work Folders for data sync and desktop virtualization for centralized applications. • Identify at-risk devices through jailbreak and root detection • Selective wipe removes corporate applications, data, certificates/profiles, and policies based as supported by each platform • Full wipe as supported by each platform • Can be executed by IT or by user via Company Portal • Sensitive data or applications can be kept off device and accessed via Remote Desktop Services
    • Windows Intune: Key Benefits
    • IDC, Worldwide Distributed System Management Software 2013–2017 Forecast Update, Doc #241830, June 2013 IDC, Worldwide Identity and Access Management 2012-2016 Forecast: Growth Driven by Security, Cloud, and Compliance, Doc #235385 , June 2012 IDC, Worldwide Virtual Client Computing 2012-2016 Forecast And 2011 Vendor Shares : The Transformation Of A Transition, Doc #235469, June 2012 IDC, Worldwide Identity and Access Management 2012–2016 Forecast: Growth Driven by Security, Cloud, and Compliance, Doc #235385, June 2012
    • Open EA/ EAS EES Windows Intune Add-On for ConfigMgr & SCEP Must license ConfigMgr separately Includes: • Intune Service • ConfigMgr & SCEP $4 $6 $11 Per User Licensing (on up to 5 devices) Must license ConfigMgr separately Windows Intune w/ Windows SA Windows Intune If the customer also wants Windows… Offers Price (Monthly) If the customer owns ConfigMgr and SCEP… Windows Intune Offers Licensing device management from Microsoft no longer requires customers to choose between System Center Configuration Manager (ConfigMgr) and Windows Intune. Notes: • All Prices USD MOSP Direct. Discounts for volume and education. • MDOP & Additional storage for Software Dist available as add-on (same as current offer) • Windows Intune Add-On for ConfigMgr requires ConfigMgr & SCEP to be licensed under the EA/EAS/EES Direct (MOSP) Beginning April 1, 2014 Open License, OV, OVS Windows Intune Offer available April 1, 2014 System Center 2012 Config Mgr & Endpoint Protection available in all offers Win SA no longer required (For Windows Intune & Windows Intune Add-On) Education Pricing Available under Open, EA and EES
    • https://mspartnerlp.mspartner.microsoft.com/LearningPath/LearningPath/DL Paths?trackId=559&rowId=1078&trackPathId=6605 here
    • a-mgotle@Microsoft.com
    • Microsoft Confidential. For internal and partner use only Introduction to Microsoft Payment Solutions Presented by: Suzanne Caldwell Nicole Cadet
    • Microsoft Payment Solutions Overview  Solutions Designed for Enterprise Agreements (EAs): Customized payment options to help match customers’ technology spend with business requirements. Help customers get the technology they need with the budgets they have. Payment Solutions help you grow your business by helping design flexible customer payment solutions that provide value to your customers, improve cash flow, and drive profitable revenue growth. We offer:  Total Solution Financing: Payment options for complete software, services, and hardware solutions—including non- Microsoft products.  Flexible payment structures: Monthly, quarterly or semi-annual payment structures; ability to ramp or defer payments. 1 2 3 Customer Benefits:  Purchase solutions outside of normal budget cycles  Align payments with budgets/fiscal years  Spread payments or defer payments over time to conserve capital  Map payments to deployment Partner Benefits:  Help simplify adoption of a Cloud solution. Structure a payment plan covering the full price for software, services, and hardware.  Grow deal size  Preserve price points  Receive an extra 2% rebate* on each qualifying deal that credit approved customers finance using Microsoft Payment Solutions! *Rebate terms and conditions apply visit https://mspartner.microsoft.com/en/a u/pages/licensing/financing.aspx
    • How Does It Work? Simple&Affordable Principal-and-interest loan. Financing for Microsoft software and services, partner services, hardware and 3rd party software. Up to $5M local currency a minimum of 10% Microsoft content, loans $5M+ 85% Microsoft content. Loans from $3,000 with no pre-established maximum. Loan terms; 1 - 3 years up to $10K 1 - 5 years for $10K+ Competitive rates determined by market conditions, term and size of loan Flexible&Easy No application or management fees. Solutions can be provided for upfront, annuity, milestone and deferred payment scenarios. Add products and services from $3,000 at any time during the term of the contract based on additional credit approval. Fast Quick turnarounds on credit approvals – timeframes typically : 24 hours up to $100K 2 business days for amounts $100K to $500K 5 business days for amounts $500K to $1M Partners get paid within 48 hours of customer's financing being finalised.* *Correctly executed customer documentation is required in order to finalise financing © 2014 Microsoft Corporation. All rights reserved. Microsoft Payment Solutions is a name for products that are offered by De Lage Landen Pty Ltd under the Microsoft Financing program, not by Microsoft. Microsoft Financing name and logo are used by De Lage Landen under license. This document is for informational purposes only and does not constitute an offer of credit by Microsoft or any affiliate of Microsoft. In order to receive financing, a customer must be credit approved by De Lage Landen. The financing agreement between the customer and De Lage Landen will set forth the terms and conditions on which credit is offered.
    • Next Steps Learn More – include a Quote in your next Customer Proposal Register as a Microsoft Payment Solutions Partner Engage with Microsoft Payment Solutions if you need more assistance © 2014 Microsoft Corporation. All rights reserved. Microsoft Payment Solutions is a name for products that are offered by De Lage Landen Pty Ltd under the Microsoft Financing program, not by Microsoft. Microsoft Financing name and logo are used by De Lage Landen under license. This document is for informational purposes only and does not constitute an offer of credit by Microsoft or any affiliate of Microsoft. In order to receive financing, a customer must be credit approved by De Lage Landen. The financing agreement between the customer and De Lage Landen will set forth the terms and conditions on which credit is offered.