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Digitally transforming business: From optimization to disruption


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SaaS Connect 2018 (San Francisco, CA).

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Digitally transforming business From optimization to disruption
by Rick Witham, Director, Go To Market, Microsoft

Published in: Marketing
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Digitally transforming business: From optimization to disruption

  1. 1. Digitally Transforming Business - from Optimization to Disruption Rick Witham Director, Go-To-Market Strategy One Commercial Partner
  2. 2. “Making it Real” - How Microsoft Goes To Market Tools, Resources & Steps to get started Digital Transformation Our Opportunity Together
  3. 3. Increase Profitable Growth for our partners with: Enhanced Technical readiness & practice building Joint Go-to-Market demand generation campaigns More effective co-selling and higher partner attach Enhance the Partner Experience with a simplified and consistent approach for partners to engage with Microsoft Partner Manager Channel Manager Tech Specialist GTM Specialist
  4. 4. Build Customer Awareness Accelerate and Close PipelineGenerate Leads Solution area briefing Co-Sell Desk concierge • Value proposition • Solution BoM OCP Catalog profiled P-Seller enabled GTM plan developed App or solution in market Co-Sell Days • MS Field engaged • Account plans Social Promotion Demand Generation Campaigns (PDC) Press Release Support Microsoft Industry event Customer Leads Manage Pipeline (MSX) Microsoft Technology Center (MTC) Event Funds for POC deployment Close Deals Offer Enablement Co-Sell Partner & MS Seller Collaboration
  5. 5. 1 2 3
  6. 6. 30% Co-Sell win rate ISV Partner Success $1.1 Billion ISV Annual Contract Value registered & approved deals in FY18 13K co-sell opportunities shared in FY18 (so far). 3,000 monthly outbound opportunities Customer Azure consumption is 4x greater with Partner attached 3,723 ISV Partner Co-Sell wins 74% of MS Sellers are sharing opportunities
  7. 7. Expertise Opportunities CommunityTools
  8. 8. Adoption of application marketplaces will likely rise from 29% to 75% percent in 2 years. Source: Forrester Consulting on behalf of Microsoft, April 2017
  9. 9. Momentum • Over 7,500 Listings • 2M+ Active Users/Month Global Access • 120,000 Enterprise Customers • Largest Partner Ecosystem • Available Over 150 Countries Marketing • Free GTM Benefits For New Offers • Joint Launch Promotion Activities Sales • 300K+ leads to partners monthly • > 40% conversion from trials to sales opportunities • MSFT seller incentives to sell marketplace offers MARKET Demand Gen GROW Joint Sales + Marketing LAUNCH Promotion CLOUD MARKETPLACE Azure Marketplace + AppSource
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  11. 11. @msuspartner @mslearningcurve @MPNSupport