Q3 2009 Small Business Specialist Pal Meeting February 2009 Final


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Q3 2009 Small Business Specialist Pal Meeting February 2009 Final

  1. 1. Small Business Specialist Partner Area Leads (PALs) Q3 Meeting February 24, 2009 Andrea Russell Global Channel Development Manager Worldwide Partner Group
  2. 2. SBSC PAL Check-in • USA – Mark Crall, Charlotte Tech Care • FRANCE – Elisabeth Gervais, Likinia Team • GERMANY – Oliver Sommer, Trinity • USA - Neil Pearlstein, PC Professional Computer Inc. • ITALY - Fabio Cazzaniga, Braindata s.a.s. • USA – Jere Terrill, My Computer Mechanic • DENMARK – Klaus Juhl, PC SYS • USA – Kim Walker, Franklin Computer • SLOVENIA - Jose Antonio Morales, Services Group B4Contact d.o.o. • CANADA - Elisabeth Vanderveldt, • SOUTH AFRICA – David Lees, Sector 4 Conamex • CANADA – Brad Kowerchuk , Bralin • AUSTRALIA – Hilton Travis. Quark IT Technology Solutions • NEW ZEALAND – Ben Walton, Tiger • UNITED KINGDOM – Gareth Brown, Networks Sytec Systems & Technology Ltd. • INDIA - Suresh Ramani, Techgyan • UNITED KINGDOM - Vijay Riyait, Ardent iSys • GERMANY – Oliver Kiel, PingUs Solutions OHG 2
  3. 3. Agenda  Welcome & Check-in  Microsoft Guest Speakers Paul O'Connell, Microsoft Next Gen Partner Program Architect • Susan Pera, Microsoft WPC 2009 SMB Track Owner •  Topics: From Microsoft – 60 minutes Microsoft Next Generation Partner Program (Paul and Andrea) – 30 minutes • WPC 2009 and the SBSC Partner of the Year Award (Susan) – 20 minutes • Things To Know: H2 Offers, Sales Resources, April Toolkit, Economic Campaign • (Andrea) – 10 minutes  Discussion: The Next SBSC PALs (ALL) – 30 minutes  Q&A
  4. 4. Microsoft Next Generation Partner Program Paul O’Connell MSPP Next Gen Architect Worldwide Partner Group
  5. 5. Evolution not Revolution MSPP Today NextGen MSPP Competencies have narrow technical and Competencies measure five capabilities customer reference requirements dependent on Partner type Primary pivot on Program Level Broad levels removed: new levels within Competencies All Specializations removed and replaced by Multiple product based Specializations enhanced system capabilities Verticals/Industries introduced providing No Industry/Vertical Pivot additional Partner value Partner Points No Points
  6. 6. Microsoft Partner Network: Solution Competencies Solution Competencies underpin a customer facing brand 1 Online Project & Competencies….. ERP Mobility CRM Marketing Portfol. Mgmt Aligned to MS Customer Campaign Architecture Identity & Desktop Systems Server OS Virtualization Focused on customer solutions and taxonomy Security Platform Management Qualifications: CSAT, technical, sales & business Content Unified Portals and Business performance Search Management Comms Collaboration Intelligence Combine Partner types with tailored requirements/benefits Line of Web App Lifecycle Data Hosting Business Development Management Management Good, Silver and Gold levels with balanced Partner/ Microsoft investment SMB Home Licensing Learning SAM Solution Competencies combine Partner Business Models with Requirement Tracks 2 Online Tracks….. Devices Licenses Solution Subset of requirements/benefits focused on business model Competency Measures capability at the business model level Enables rich P2P experience under customer solution umbrella Services Applications Enables MSPP to be more responsive to evolution of business Expertise models
  7. 7. Future: SMB Competency Requirements Framework – DRAFT! Community Examples within SMB Competency Web VARs, Hosters, Public Sector, System Builders, SB Partners 1 2 3 Universe Good (60%) Better (30%) Best (10%) Reg Mem (380k) MAPS (150k) SBSC Today (18k) Top VAR (X) (1) TS Exam Better + 1 TS Exam –OR- Revenue attainment Proven expertise in one area: SMB Stack Expertise: • Desktop (Vista, Office, BPOS) • Security & Reliability (EBS) • Infrastructure (WS, SBS) • Business Prod (Exchange, WM, MOSS) Technical N/A N/A • Web (Expression) • Customer Acquisition (CRM) • Software pre-installation (Client, • Business Solutions (SQL, VS Pro) • Hosting (TBD) IW, Server) (1) General SMB (1) General SMB Solution Selling Sales & Better + 1 Licensing Assessment Product Assessment Assessment (includes WAU, (Passing score 70%, includes VL & COEM) Marketing (from list) ORPC, ROK) Revenue N/A N/A N/A Revenue Bar MSPP Profile MSPP Profile Online Profile MSPP Profile MSPP Profile Solutions Profile Solutions Profile N/A N/A Defined NSAT Score CSAT N/A MAPS (if Reg Mem) Fees None MAPS Program Fee TBD Program Fee TBD
  8. 8. Today: SBSC Partner Call-to-Action: update skills! Timeline: Partners have through CY October 2010 to update exams with new SBSC exam requirements as aligned to MSPP Next Gen SBSC Business Security & Reliability Business Productivity CAR Solutions Basic Network Business Hardware MBS Advanced SB Advanced MM Web Solutions Network Solutions Network Solutions Competency Solutions Productivity Solutions SBS 2008 EBS 2008 70-562 (VS) 70-282 (SBS) 70-631 (WSS) 74-134 (OEM) 70-653 70-654 70-432 (SQL) VS / Web Dev Competency Active until 70-236 Active** Active** OLD Q3 FY11 Exchange 2007 TBD TBD Active 70-655 (OEM) Active** **New SBSC Requirement as of Q3FY09 8 Microsoft Confidential
  9. 9. Worldwide Partner Conference 2009 Susan Pera Global Channel Development Manager Worldwide Partner Group
  10. 10. WPC 2009 and SBSC Partner of the Year  TRACKS • Proposed: Solutions, Customer Segment (formerly the Small and Midsize Business Partner Forum), Business Model (Disti, OEM) • Track length - proposed  PAL Feedback Tell Us What You’d Like to See • Tell me if you would like to present and what you want to • present on – note coming in next week with topics SBSC Partner of the Year Award  • Submit your integrated SMB solutions leveraging MS SMB stack components in the WPC Awards Submission Tool – now open through April 2, 2009. • Review the overview and entry requirements and post in your community blogs 10
  11. 11. Other Important Highlights… 11
  12. 12. SBSC Toolkit: April 2009 Edition Product: System Center Virtual Machine Manager 2008 Workgroup Edition (version TBD)  Workgroup Edition includes Virtual Machine Manager Management Server with software and management licenses for five physical host servers Building Capabilities: exclusive discounts and offers  Offer available to first 1,000 SBSCs who submit a request  40% discount on e-Reference Library Subscription  Save 90% on E-Learning when registering for Second Shot Closing the Deal: sales resources  H2 Offers  Sales tools  License Wise  Microsoft Financing Engaging in the Community:  Local blurbs  Online Technical Communities  SBSC PALs  WPC 09 Announcements 12
  13. 13. H2 Offers Microsoft Office Enterprise 2007 Promotion From 2/1/09 – 7/31/09, offer your customers the opportunity to acquire Office Enterprise 2007 for little more than the Office Professional Plus 2007 price. Learn more at: https://partner.microsoft.com/global/40092150 Office Project Enterprise Project Management Solution Promotion From 2/1/09 – 7/31/09, reinforce the better-together story between Office SharePoint Server 2007 and Office Project EPM Solution products. Use this promotion to offer Office SharePoint Server 2007 customers savings on Microsoft Office Project Professional 2007 and Microsoft Office Project Server 2007 licenses. Learn more at: https://partner.microsoft.com/global/40073753 Microsoft Forefront Security Suite Promotions From 2/1/09 – 6/30/09, take advantage of a promotion to drive competitive displacement for Microsoft Forefront Security Suite by offering no upfront licensing cost and up to 30 percent savings on Forefront Security Suite per-device and per-user monthly subscription licenses. Learn more at: https://partner.microsoft.com/global/40091628 Microsoft ISA Server 2006 Enterprise Promotion From 2/1/09 – 6/30/09, use this promotion to drive competitive displacement for Microsoft Internet Security and Acceleration (ISA) Server 2006 Enterprise by offering up to 15 percent savings on processor license and Software Assurance packs. Learn more at: https://partner.microsoft.com/global/40091636 Get Maximum Mobility with Exchange Through 6/30/09, participate by getting trained on how Exchange Server 2007 and Windows Mobile 6.1 work together. Then register to enter a sweepstakes, and you’ll be eligible to win a Palm Treo Pro. If you make a qualified Exchange Server sale and register it, you’ll automatically receive an additional Palm Treo Pro Smartphone. Learn more at: https://partner.microsoft.com/getmaximummobility 13
  14. 14. H2 Offers Visual Studio 2008 Professional Edition with MSDN Promotion Through 6/30/09, offer your Microsoft Visual Studio customers an incentive to attach an MSDN Professional Subscription or an MSDN Premium Subscription. Learn more at: https://partner.microsoft.com/global/40088061 Microsoft Visual Studio Team System 2008 Upgrade Promotion Through 6/30/09, offer savings to encourage your Microsoft Visual Studio 2008 Professional Edition customers to upgrade to Visual Studio Team System 2008. Learn more at: https://partner.microsoft.com/global/40084866 Swap and Win with Microsoft SharePoint and Search Server! Through 3/31/09, partners migrating customer to Microsoft Search Server 2008 and Microsoft Search Server 2008 Express can qualify to earn $1000 for each customer. Learn more at: https://www.quickstartmicrosoftsearch.com System Center Server Management Suite Enterprise Promotion Through 4/30/09, encourage customers to embrace the “better together” story between Microsoft System Center and Windows HPC Server 2008 and have them purchase these products together. Offer savings on System Center Server Management Suite Enterprise licenses to help increase your revenue per socket from your midsize and large customers’ high-performance computing (HPC) workloads. Learn more at: https://partner.microsoft.com/global/40082637 Microsoft Exchange Server 2007 Standard Edition Promotion Leading up to the next Microsoft Exchange Server release, help your small- and midsize-business customers acquire Microsoft • Exchange Server 2007 e-mail technology. Use this promotion to offer your customers savings on Microsoft Exchange Server 2007 Standard Edition server licenses and client access licenses (CALs). Learn more at: https://partner.microsoft.com/global/40094536 Expression Professional Subscription Microsoft Expression Professional Subscription (EPS) complements the Microsoft Developer Network (MSDN) by delivering up- • to-date versions of the tools, virtualized testing resources, documentation, and training for designers building on Microsoft platforms. Use this promotion to drive adoption of Expression Professional Subscription by offering customers savings on license and Software Assurance packs. Learn more at: https://partner.microsoft.com/global/40094323 14
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  17. 17. What Is Microsoft Financing? Microsoft Financing is total solution financing which includes software, services, and hardware. It provides a single financing resource for your customers’ IT needs. Unlike traditional financing, Microsoft Financing will finance 100 percent of eligible Microsoft, third-party and ISV software, services, and hardware…with no hidden costs It’s easy – application process is quick and your customers receive 1 invoice from Microsoft It’s simple - customers own their solution upfront It’s affordable – there are flexible payment options, and you get paid as soon as the deal closes How Do I Get Started? Register to use Microsoft Financing at www.microsoftfinancing.com Start using the online tools to quote a financing offer on every customer deal For questions or support, contact customer.service.us@microsoftready-finance.com or call 1-888- 890-6833 Where Can I Go For Resources? Quickly and easily process applications with the payment calculator and the proposal tools, available at: Microsoft Partner site for Microsoft Financing: www.microsoftfinancing.com Microsoft Financing Customer site: www.microsoft.com/financing Email: msfsales@microsoft.com Telephone: 1.877.264.1992
  18. 18. How Does It Work? Complete a one-time partner application at www.microsoftfinancing.com to begin submitting transactions. Sample Transaction Microsoft software $15,000 Paid directly to you when your Partner services $ 9,000 customer closes the deal Training $ 6,000 Microsoft Invoice $30,000 Step 1 Step 2 Step 3 Step 4 Submit Customer Return Loan Quote the Proposal Get Paid Upfront Credit Application Documents Use the payment Submit your Return the signed Funds released after calculator at customer’s credit documents back to Microsoft Financing to application online Microsoft Financing to receives the approved, www.microsoftfinancing.com determine complete the deal signed and completed your customer’s monthly financing documents payment Microsoft Financing is currently available in: Australia, Belgium, Brazil, Canada, France, Germany, Italy, Japan, Korea, the Netherlands, New Zealand, Spain, Switzerland, the UK, and the US
  19. 19. Economic Campaign Update Help us get the word out to your local community, P2P communications, blogs and user groups! Recent Highlights ·Economic Story page is live on the Global English partner portal and we are actively working with subsidiaries to drive inheritance ·Open letter to partners from Allison Watson featured on the Partner Portal has been translated into Spanish and live on 19 Spanish language partner portals. ·PR efforts have generated a series of economy related articles in key partner facing publications. ·Economic Page Live on Microsoft Global English Partner Portal launched. ·Allison Watson Webcast available for direct streaming: Global English portal (also posted to MS Partner Skills & Readiness homepage). ·Microsoft 0% Financing Offer Featured in the Wall Street Journal ·New Press coverage featuring Allison Watson and Robert Deshaies highlighting Microsoft’s commitment to partner success in a tough economy. 19
  20. 20. Economic Campaign Update Leverage the following 'Thru Partner Marketing Breadth Campaign' resources at the 'Files' tab at our Groove workspace: Partner Economic Campaign FY09 • Adjusted Breadth Customer Campaign To Customer and To Partner messaging: Use the adjusted messaging framework and copy blocks to update your current customer campaign web pages and other demand generation materials. • To Partner Sales Card: Use this document to help Microsoft partner speak to their customers regarding how Microsoft based solutions could help them reduce costs, manage cash flow better, find and keep customers and maintain a secure and reliable IT Infrastructure. • Customer Case Study Overview: Use these customer case studies to show customers how Microsoft technology will help them reduce costs and stay competitive. 20
  21. 21. Group Discoussion: The Next SBSC PALs Discussion Starters:  Is the SBSC PAL initiative value prop right?  What are your SBSC PAL highlights/lowlights?  What improvements can be made?  Should the PAL program transition to a PAC (Partner Advisory Council) format?  Would you recommend becoming a PAL to another?  Has the current economic situation impacted your role as a PAL? 21