West Region Technology Update with Buzz with Neal Potter Josh Condie Partner Partner OpenResources with Roundtable Glenn Osako
Segment Topic Speaker Timing West Region Update & WPCKick Off Neal Potter 5 minutes Awards AnnouncementTechnology Buzz Office 365 Josh Condie 25-30 minutesPartner Resources Leveraging RTG & Incentives Glenn Osako 15-20 minutes RGM, PTM, and TS2 discussPartner Open hot topics voted for on the Neal Potter, Glenn Osako and call by polls 10 minutesRoundtable Josh Condie Open Q&A
West Region SMB&D GM US SMB&D Vice President Neal Potter Cindy Bates email@example.comArea Partner Territory Managers (PTMs) Online Services Team Northwest Area Robyn Schutz SMB Online Services BDM, Northwest firstname.lastname@example.org Justin Bowers email@example.com Southwest Area, SoCal SMB Online Services BDM, Southwest Glenn Osako Joshua Shea firstname.lastname@example.org email@example.com Southwest Area, Desert Mtn. US SMB Technical Services John Hermann Partner Solutions Advisor firstname.lastname@example.org Bryan Von Axelson “BVA” email@example.comRegional Disti TPAM Sales Manager Partner Solutions Advisor West Region Josh Condie Brian Jones firstname.lastname@example.org email@example.com Cloud TSP, US SMB Technical ServicesRegional Partner Sales Manager Cloud Sales Manager Tim Tetrick West Region Justin Slagle Tim.firstname.lastname@example.org Michelle Peterson US SMB Regional West michelle.peterson@microsoft. email@example.com com
A new era. Together.Join us at the 2013 Microsoft Worldwide Partner Conference. Website http://aka.ms/wpc2013 | Pre-register http://aka.ms/wpc13regWhy attend WPC 2013?• Meet and network with other partners and with Microsoft• Hear the product and technology roadmap from Microsoft leaders• Learn about Microsoft priorities for the partner business in our new Photo courtesy of Greater Houston Convention and Visitors Bureau fiscal year (Microsoft FY14 starts July 2013)• Get guidance to win with your Microsoft-based solutions against competitors• Be among the first to know about the latest opportunities and incentivesActivities for U.S. partnersDetails about U.S. activities at WPC will be announced starting inFebruary. Follow us on Twitter twitter.com/WPCUS Read our blog at aka.ms/wpcus-blog http://docs.com/K7CD
Great experiences across devicesChoose the best device for your specific business scenario Windows 8 Optimized for Enterprise ► “No compromise” business tablets with Windows 8 (Windows 8 laptops , notebooks, and possibilities with Windows to Go, DirectAccess improvements, and mobile broadband enhancements ► New phones) Windows Phone 8 ► Business-ready phone: end-to-end encryption, secure boot, IRM, and secure application container ► Shared core with Windows 8 provides common user experience and app development efficiencies ► Office Hub built in Windows RT ► High quality and value business companion device with Office apps pre-installed ► Office Home and Student 2013 RT commercial use rights for anyone whose primary device is licensed for Office with Software Assurance ► Support for VPN and virtual smartcard solution
Going mobilePersonal cloud services Enterprise servers and services ► Persistent Internet connection ► Easy and secure access to corporate data behind the firewall ► Seamless access to personal data ► One device for life and work when travelling Broad range of devices with mobile support
Get Connected. Stay Connected. Plan Enable Create Demand Sell Monthly Compete Customer Talk Unleash Partner Webcast Blitz Webcast Your Calls Series Series Productivity Webcast Series Monthly Monthly Monthly Monthly 3rd Friday 1st Friday 3rd Wednesday 4th Friday April 19th April 5th March 20th March 22nd(10-11am PT) (9-10am PT) (11am-12pm PT) (11am-12pm PT) Engagement for every stage of the partner business cycle (to access registration links, right click on the webcast name/date and select “open hyperlink”)
Cloud productivity services hosted by MicrosoftEnterprise-quality tools at an affordable priceAlways up-to-dateOffice, email, document sharing, video conferencingSimplified admin console
Latest version of Office desktop apps licensed as a subscription Hosted business-class email and shared calendarPer user licensing across 5 PCs/Macs and 5 mobile devices 25 GB of storage space per userStream any Office application on a PC while traveling Robust anti-spam and anti-malwareDeploy Office on desktops quickly and effortlessly Set and manage mobile access and policiesDocument sharing and management in the cloud Presence, IM, voice, and HD video conferencingShare documents with customers/partners with controlled access Real-time note taking and document sharingSync online files to your devices for offline access with SkyDrive Pro Conduct Lync meetings with customers and partnersShare team emails and documents with Site Mailboxes Connect with Skype contacts using presence, IM, and voice
choice Retail Retail Consumer Services Retail Commercial ServicesOffice 365 Office 365 Advisor Advisor Office 365 Advisor Office 365 Advisor Advisor Office 365 Advisor Office 365 Pro Plus Student Pro Plus Consumer Pro PlusBusinessPro PlusBusiness Open Pro Plus Pro Plus
Access documents,email, calendar, andcontacts with Officeapplications optimizedfor your PC or Mac…as well as your tabletand smartphone.
Touch Mode adds more space and finger-friendly Quick Actions Inline reply lets you compose while staying in contextQuick Peeks give you access to yourcalendar, people and tasks without leaving your inbox
Project & Office 365 Office Exchange SharePoint Lync CAL Suites VisioApplications ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ●Enterprise Value ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ●Subscription Value ● SA Only SA Only ● ●License Type License Type PC/Mac Installs Mobile InstallsPrice
Save to the cloud bydefault for automaticbackupSign in to Office andaccess the latestdocuments and personalsettingsSync files to yourdevices using SkyDrive Profor offline access andautomatic re-syncing
Share documents fromSkyDrive Pro orSharePoint team siteswith controlled access Share directly from Office applications Easily share documents with others
Host and participatein online meetings withmulti-party HD videoconferencing, screensharing, and real-timenote taking
Get updates on your newsfeed based on the people, documents, sites, and tags you are followingTake advantage of anintegrated socialexperience to stay close Share ideas and getto the people and answers in real timecontent that’s important on your newsfeedto youClick to communicateutilizing pervasivepresence and peoplecards Get updates from social sites right inside the contact cards
Add or delete users, manage email, and set document sharing policiesSimplify managementwith a single, web-based admin center One admin console for all services, with quick overview of service health Stay up to date with in-line planned maintenance reminders
Ready to use withinmoments of clicking“install”Built on Microsoftvirtualization technologyStays on the machineand can go offline onceinstalled
Deploy the new Officewithout uninstallingprevious versionsEliminate legacy orcompatibility concerns
CUSTOMER PROFILE Office Client Subscription Email, Collaboration and Communication1Smartphones and tablets added regularly. Availability of Office 365 apps varies by device.
Admin Portal Office 365 ProPlus Email, Collaboration and Communication1Smartphones and tablets added regularly. Availability of Office 365 apps varies by device.
Office 365 Small Office 365 Office 365 Business Premium Midsize Business Enterprise E3 Voicemail, In-Place Hold, Data Loss Prevention Advanced Services Rights Management InfoPath Forms, Access, Excel, Visio Services Active Directory® Integration Office Desktop Applications Office Click to Run Office Deployment Pull Pull Push Office Web Applications StandardServices Email, IM, Collaboration, Storage IT Level Phone Support Basic Expanded Full IT Administration Console Basic Expanded Full Seat targets 1–10 11–250 >250 Price (per user/month in US Dollars) $12.50 $15 $20
Own the Ability to sell billing as you do relationship today An economic model similar to the current one Ordering and Billing Process in Office 365 Open / FPP ORDER ORDER ORDER INVOICE INVOICE INVOICEEnd Customer
Office 365 Small Office 365 Office 365 Business Midsize Enterprise Premium Business 1FPP is sold to distributors, at retail, and through OEMs. OEM channel will resell subscription as an FPP license (not an DOEM license)
Own the customer billingUse existing systems & sales motionsIncreased upsell & attach opportunities Little to no capital costs required Fixed payment structure More predictable revenue stream
http://aka.ms/BEST Customer Pitch Deck Webinar-in-a-box (industry-specific) with decks, e-books, and email content Tele Discussion Guides Campaign BTL Toolkit for M and SBP with posters, templates, banners, etc.
RTG - SyndicationFree service, delivering dynamic content to customers
RTG – Microsoft Community Connections (MCC)Deliver a customer event & get free software
Using Your Website to Help With the Register for Upcoming Sales Cycle Webinars by Ready-to-Go Marketing (All webinars begin at 9:00am PT) April 17, 2013 9:00 am to 10:00 am Pacific Time Turning Attendees into Real Prospects through Event Marketing – 5/15 REGISTER TODAY Watch On-Demand WebinarsWhy attend? Your website is your single most important Sell More Through Better Marketingmarketing tool. Does it fully support your prospect’s buying cycle and Planninggenerate qualified leads? We’ll show you the seven critical components Close More Business By Attacking Newfor an effective lead generating website. You’ll learn the best practices Growth Areasfor addressing all stages of the sales cycle, creating compellingcontent, keeping your site engaging and fresh, and delivering the right Building Marketplace Credibility with Customer Evidencetype of calls to action throughout your site. We will review a number ofpartner websites that do a great job of attracting and engaging theirtarget markets and ultimately get better results than the competition.
U.S. SMB Incentives & OffersOffer March 1 , 2013 – May 31, 2013
What is the Cloud Easy Offer?The Cloud Easy Offer provides partner subsidy funds to customers when they make qualifying Microsoft Online Servicessubscription purchases. The offer is valid from March 1, 2013 - May 31, 2013.What’s in it for Customers and Partners?Customers who make qualifying Microsoft Online Services purchases can earn partner subsidy funds which can be utilizedwith their choice of an eligible Microsoft partner for implementation of their Microsoft software or associated services.In addition to providing partners with cross and up sell opportunities, the Cloud Easy Offer solidifies the partner’s role as atrusted advisor by encouraging customers to return to their chosen partner for solution implementation.Call to Action:1. Review the Offer details located on Microsoft Partner Network portal http://aka.ms/cloudeasy2. Alert your customers to purchase within the offer period March 1, 2013 - May 31, 20133. Submit Cloud Easy Offer claim when customers make qualifying purchases at https://www.microsoftincentives.com/cloudeasyResources & Links:1. The Cloud Easy Offer Site for partners: http://aka.ms/cloudeasy 41
What is the Big Easy 10?The Big Easy offer 10 provides partner subsidy fund to customers when they make qualifying Microsoft volumelicense purchases between the offer period March 1 – May 31, 2013.(Please note: Cloud Easy offer will be in market during this time for qualifying purchases of online services).What’s in it for Customers and Partners?Customers who make qualifying Microsoft volume license purchases can earn partner subsidy funds which can beutilized with their choice of an eligible Microsoft partner to purchase additional Microsoft software or associatedservices.In addition to providing partners with cross and up sell opportunities, the Big Easy offer 10 solidifies the partner’srole as a trusted advisor by encouraging customers to return to their chosen partner for solution implementationCall to Action:1. Review the offer details located on Microsoft Partner Network portal http://aka.ms/bigeasyoffer2. Alert your customers to purchase within the offer period March 1, 2013 – May 31, 20133. Submit Big Easy Offer 10 claims at https://www.microsoftincentives.com/bigeasy10Resources & Links:1. The Big Easy Offer 10 site for partners: http://aka.ms/bigeasyoffer
FY13-H2 Offer Payout Schedule Big Easy 10% 15% 20% (On-premises) Core Growth Incubation Office Project & Visio System Center Open L Exchange SharePoint WSData Center Windows Client SQL Lync Window Server Dynamics CRM Developer Tools Annuity Accelerator 5% Note: Subsidy payout is a percentage of ERP Cloud 15% (of annual subscription fee) Office 365 Office 365 Open Easy Office 365 SBP Dynamics CRM Online Windows Intune (Online Services)
Cloud Easy example: 50 user commercial Cloud Easy $$ customer 50 Office 365 E3 SKU’s $1,800 50 Windows Intune $1,000 Total subsidy $$ $2,800
Big Easy example: 50 user commercial customer Big Easy – Open Business (no SA) 50 Office Professional Plus $2,550 1 Windows Server Datacenter (2 proc) $962 1 SQL Server Enterprise Core (2 lic) $2,750 Total Big Easy subsidy $$ $6,262
Customers are increasing their purchases of Microsoft cloud-based solutions.Help meet this growing demand by taking advantage of this new incentiveprogram for Office 365 Midsize Business & Small Business Premium SKUs.These incentives will be paid along with the standard Reseller incentiveprogram payments.• Program Period: March 1, 2013 through June 30, 2013.• Eligible Partners: All authorized U.S. Value Added Resellers (VARs) with a signed and accepted enrollment.• Enroll at: http://www.oneview.ms/varThese Office 365 incentives are supplemental to the existing U.S. Scale Reseller, CommercialDistributor and Value Added Reseller Open Incentives and are paid as a percentage of revenue of Length of Office 365 License Type SKU Bundle Rebate Payout Ratethe Office 365 Midsize and Small Subscription Premium SKUs as follows: Business Office 365 Midsize Open, Open Value, Sold as 1, 5, 25 and 50 Business Open Value Subscription user bundled SKU 12 months 6.0% (ERP) (Up-front payment) Office 365 Small Business Premium FPP/PKC Single UserProgram subject to full Incentive Guidelines, which are available on the site starting March 1, 2013.