Best Practices in BPOS Marketing
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Best Practices in BPOS Marketing

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Presentation given to Central Region Microsoft partners on 4/23/10

Presentation given to Central Region Microsoft partners on 4/23/10

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  • Purell Video//Force MultipliersSelf-coordinationFont sizeLogoOlive Garden/playboy bunny
  • Fred Wilson meetupReed’s lawMake other’s better…Connect the community with each otherPut yourself at the center of other people’s networks
  • Curse of knowledge….
  • Focused storytelling/signal:noise ratio
  • Add ready to go slide and partner from January deck. We can repositioned partner spotlight.
  •  Deal 1: Lane ChristensenEA 1800 seatsNot SharePoint userUsing Notes currentlySharePoint online seemed to make sense for them51 seats to pilot group in company (deployed as of 1/8/10)Offset funding of implementation using DIGEnd goal: POC will convert to full enterprise deploymentBy using dig we were able to get the project going now, rather than having to wait for budget cyclesBetween the BIF and DIG, we are almost able to pay for (40 hours of effort) set up of POCAll they had to pay for was subscription itselfIs $2,500 Cloud Cover enough to cover the 50 seats? What I have seen with DIG across the board, is that $2,500 is a good amount for building POCWe just did the math based on the criteria and went in with the lowest amount that would qualifyAlso potential Office upgradeWith LC, the DIG Funds helped us to get the money for the licensing (E-Cal and BPOS)POC includes: Project collaboration templateSimple SharePoint design workflow to mimic some things they are doing todayEvaluation next 8 weeks2x’s month on-site month meetings with a next steps meeting 7 weeks from now Deal 2: Armed Forces InsuranceImplementation starting on 25th Next stepsCase study slide – Jocelyn to develop & route for feedback/inputChristiana to provide Cloud Computing announcementPenny to provide SharePoint 2010 Case Study information (funding) ** Christina Bauer (DIG Owner)Can double-up on incentives – can do IO Assessment, Cloud Computing Assessment, and POCIf deploying new deployment of Office, additional incentive…. $2/seat up to $5k

Best Practices in BPOS Marketing Best Practices in BPOS Marketing Presentation Transcript

  • BPOS MARKETINGin a BILLION channel universe
    Jeremy Epstein
    Marketing Navigator
    NeverStopMarketing.com
    Penelope Delgadillo
    penelopd
    IW US BMO, Online Services
  • Agenda
    • Introduction
    • BPOS Marketing Pilot and Best Practices
    Foundations of Marketing
    Strategic Marketing Framework
    Building the BPOS -Community Driven Marketing Strategy
    What Worked?
    • Making it Real / Call to Action
  • Foundations of Marketing
    @jer979
  • Was It Only A Printing Press?
    @jer979
  • Tools vs. Implications
    @jer979
  • It’s an Attention Economy
    @jer979
  • @jer979
    Power of Permission
  • @jer979
    Ridiculous Reach of the Individual
  • Strategic marketing framework
    @jer979
  • @jer979
    Find Your Raving Fans
  • @jer979
    Community Driven Marketing
    Activate
    Identify
    Cultivate
  • The Content Formula
    @jer979
  • @jer979
    Be the Connector
  • Building the BPOS-Community Driven Marketing Strategy
    @jer979
  • Identify
    What are your criteria for your Raving Fans?
    Create the list of existing “Raving Fans”
    What other information do you know about your Raving Fans?
    How will you keep this list fresh?
    @jer979
  • Cultivate-Assets
    List your assets
    Discussion
    Microsoft BPOS assets
    See Appendix for full list
    @jer979
  • Cultivation-Relevant Content
    How will you “tell” your Made to Stick BPOS Story?
    3 months worth of execution
    @jer979
  • Cultivate-Reed’s Law
    Now, how specifically will we use these assets to connect our Raving Fans and community with each other?
    3 months worth of execution
    @jer979
  • See Their Plans For Yourself
    http://bit.ly/c3u7m5
    @jer979
  • What’s Worked?
    @jer979
  • Results (to date)
    @jer979
  • K.I.S.S.
    What is “the cloud?”
    @jer979
  • Become a Focused Storyteller
    @jer979
    1st draft stories: http://bit.ly/celdWV
    ABL
  • Focus on People and Relationships
    @jer979
    Sell per user vs. per device
    And how it is profitable http://bit.ly/9V3m3y
  • Quality vs. Quantity
    @jer979
  • Stay Connected…
    Visit/join the FB page http://www.facebook.com/group.php?gid=193701632636
    See the Appendix
    Download this presentation
    @jer979
  • @jer979
    Blog-- NeverStopMarketing.com
    Twitter.com/jer979
    jer979@neverstopmarketing.com
    Linkedin.com/in/jer979
  • @jer979
    How to make it “real” / Call to Action
  • Leverage Momentum
    Aircover Campaigns in Market
    Exchange Online and SharePoint Online Media Campaign
    We’re all in – Front Page of Wall Street Journal
    Significant Incentives / Offers to drive Momentum
    “For partner-led opportunities, enrolled Online Services Partners can earn $500 for each new customer win
    of up to 25 seats through June 30 with services and migrations to BPOS or stand-alone products,
    with the exception of Office Live Meeting. Studer said if a partner signs 10 customers,
    each with more than 25 seats, they can earn an additional $5,000.” - VARBusiness, Andrew Hickey
  • U.S Microsoft Online Services Offers & Incentives*
    Earn up to $2,500
    20%Rebate
    250Free Seats
    $5,000Award
    * TERMS AND CONDITIONS APPLY. PLEASE REFER TO OFFER DETAILS FOR FULL TERMS AND CONDITIONS. MICROSOFT CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. Microsoft makes no warranties, express or implied. This content is confidential and proprietary information intended for Microsoft Online Services Accelerate Partners that have signed the Microsoft Partner Network NDA.
  • Valorem Consulting Leverages Microsoft DIG Program to Increase Velocity of 6+ BPOS Opportunities
    Partner Lead
    Domnick Parretta, Valorem
    Profile
    Valorem is a Microsoft System Integrator, based on Kansas City and St Louis with a strong focus on SharePoint and Business Intelligence.
    The company has dedicated resources and a strong commitment on BPOS, using both BPOS and CRM Online internally.
    Situation: Needed funding to assist with customer assessments and building Proof of Concepts (POC) of Business Productivity Online Suite
    Customer: Armed Forces Insurance
    Agreement type: EA renewal
    Users: 250
    Situation:
    AFI using on-premise Exch 2003. Valorem used POC DIG funding to conduct a 250 seat Online Services trial.
    “What I have seen with DIG across the board is that $2,500 is a good amount for building POC.“
    Customer: Lane Christensen
    Agreement type: EA
    Users: 1800
    Situation:
    LC was using notes and had not used SharePoint. Valorem used DIG to offset funding of 51 seat pilot. Plan to use POC DIG funding to convert to full enterprise deployment.
    “By using DIG, we were able to get the project going now, rather than waiting for budget cycles.” – Valorem
  • Strategic Saas Leverages Velocity500
    Weekly Webcast
    Monthly Emails
    Value Proposition
    Specialized Offer
    Case Study
  • Microsoft Ready-to-Go Marketing Campaign
    We’ve recently updated our BPOS Ready-to-Go Campaign with all new materials! You’ll find customizable direct mail templates, web banners, customer PowerPoint templates, event resources, and all the marketing guidance you need to execute a successful campaign.
    To Access the Ready to Go Marketing assets, visit the BPOS RTG Campaign
    Funding offer is available only as a reimbursement for qualified services, and must be validated by a copy of corresponding invoice. To submit a reimbursement request and for offer guidelines, partner must visit www.mspartnerdirect.com/rebate (use promotion code POWER OF CHOICE). Reimbursement requests must be submitted within 30 days of the invoice date, and no later than May 31, 2010. Invoices must be dated after October 1, 2009. Reimbursement requests are processed at the end of each month. Please allow up to 45 days to receive your funds by check.
    Offer good only to companies legally domiciled in the 50 United States (includes Washington, D.C.) who are actively enrolled in the Microsoft Partner Network as of July 1, 2009, as a Microsoft Gold Certified, Certified, or Registered Partner. Limit: one U.S.$1000 discount per eligible partner organization. Discount is good for services purchased on the Ready-to-Go Marketing Services site and the Ready-to-Go Marketing Campaign site, and for costs incurred for events registered at www.microsoftpartnerevents.com. Offer starts October 1, 2009, at midnight Pacific Time and expires at 11:59 P.M. Pacific Time on May 31, 2010, while supplies last, and is nontransferable and not redeemable for cash. Taxes, if any, are partner’s sole responsibility.
    MICROSOFT CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. Microsoft makes no warranties, express or implied. This content is confidential and proprietary information intended for Microsoft Online Services Accelerate Partners that have signed the Microsoft Partner Network NDA.
  • What is it?
    Get it now!
    Why was it developed?
    Microsoft Download Center (3 individual links)
    To-Partner (zip)To-Customer (zip)BPOS PoC Overview Video (zip)
    Microsoft Online Services Ready-to-Go Campaign
    Microsoft DIG Program for Gold Certified & SMSP Managed Partners
    Microsoft Partner Network for US Online Services Partners
    Quickstart for Online Services > Resource Center
    NEW! BPOS Proof of Concept (Poc) Kit
    The BPOS PoC Kit consists of a comprehensive Bill of Materials (BOM) of to-customer and to-partner content designed to provide prescriptive guidance on how to conduct a complete evaluation of the BPOS offering.
    To provide Microsoft partners with tools and resources that enables them to accelerate the sales velocity of BPOS opportunities in their pipeline.
    To share PoC best practices with partners and enable them to win competitive scenarios.
    To-PartnerTo-CustomerBPOS PoC Overview Video
    PoC Kit Contents
    Availability
    To Partner
    BPOS PoC Project Overview (docx)
    BPOS PoC Program To-Partner Overview (pptx)
    BPOS PoC Plan Template (docx)
    PoC and Migration Plan Technical Overview (docx)
    Sample SharePoint Site Templates (stp)
    Communications Plan Template (docx)
    Change Management Plan Template (docx)
    BPOS PoC Project Plan (mpp)
    PoC Overview Video (wma)
    To Customer
    BPOS PoC Customer Benefits Brochure (pdf)
    BPOS PoC Program To-Customer Overview (pptx)
    Microsoft Cloud Services Brochure (pdf)
    For qualified cases, funding is available to cover the costs of developing proof of concept for partners. Contact DIG3@microsoft.com for details.
    MICROSOFT CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. Microsoft makes no warranties, express or implied. This content is confidential and proprietary information intended for Microsoft Online Services Accelerate Partners that have signed the Microsoft Partner Network NDA.
  • Get Ready for the next Wave of Services!
    BETA Blitz happening now!
    Active BPOS Partners are encourage to Participate
    • Min 50 employees and above
    • 25 seat BETA / Default
    • US Nominations Deadline: April 30
    If you have any questions, please contact usmosg
  • 250 Free Seats! Microsoft BPOS Internal Use Rights Benefits for Partners
    Approved Usage
    For partner internal use only
    For internal company use rights
    Eligibility
    Duration of Benefit
    MSPP Partners who have signed the Microsoft Online Services Partner Agreement (MOSPA) via process defined at www.quickstartonlineservices.com
    Partners will receive the benefit per the terms below.
    Microsoft may change the benefits with 60 days notice
    Not Approved
    For demonstration purposes
    Not for customer use
    Active partners who meet the above eligibility criteria will be able to receive the following Business Productivity Online Suite IUR Benefits:
    Benefits Ordering Process
    During the set-up process, use the promotion code “Partner”
    Sign up for a Microsoft Business Productivity Online Suite trial using a Windows Live ID associated with your MSPP partner organization at http://mocp.microsoftonline.com
    Existing partners enrolled in the current Internal Use Rights benefit have their price adjusted in their current agreement.
    • The benefit can only be used in countries where service is available. IUR benefits not to exceed 500 seats per country.
  • Partner Resources
  • Partner Resources
  • Get the latest LIVE updates
    Online at http://digitalwpc.com/
    E-mail the U.S. WPC10 Planning Team: grpvine@microsoft.com
    Follow us on Twitter @WPC10US
    Join our WPC10 U.S. Partner Community on Facebook
    Join the WPC Microsoft LIVE group
    Register for Infinite Possibilities (WPC)
    This year WPC is all about Infinite Possibilities. This is the must-attend partner event of the year to build out your strategy around bringing your business to the Cloud, experience the latest product innovations and solutions, and gain exclusive access to networking with Microsoft executives and partners.   Explore the infinite opportunities with Microsoft’s strategies to take your business to the next level and gain an edge on the competition. 
    Don’t Miss Out!!
    MICROSOFT CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. Microsoft makes no warranties, express or implied. This content is confidential and proprietary information intended for Microsoft Online Services Accelerate Partners that have signed the Microsoft Partner Network NDA.
  • Thank You!
    Q&A
  • Appendix
    @jer979
  • MS BPOS Resources
    @jer979
    https://partner.microsoft.com/US/productssolutions/productsonlineservices
    https://partner.microsoft.com/US/productssolutions/40116432#newtrai
    https://www.quickstartonlineservices.com/community/Pages/default.aspx
    www.mspartnerdirect.com/bpos
  • MS BPOS Resources
    5.https://www.partnermarketingcenter.com/ww-en/CampaignFinder/CampaignPage.aspx?MarketingCampaignID=121
    6. www.mspartnerdirect.com/bpos
    7. www.mspartnerdirect.com/exchange
    8. http://www.microsoftsyndication.com/Microsoft-Business-Productivity-Online-Suite--P2217.aspx
    9. http://www.mspartnerdirect.com/exchange (note:he BPOS-friendly content under the “Enhanced Comm & Collab” )
    @jer979