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Enterprise Incentives Erez Wohl GM Partner Incentives Maurice Fitzgerald EOC Regional Program Manager Mark Blank -Sales Vice President Partner - Aztek. Let’s Break new Ground Together - Agenda. Program Overview and FY15 Direction Operations Improvements Partner Insight - Aztek.

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Let s break new ground together agenda

Enterprise Incentives Erez Wohl GM Partner IncentivesMaurice Fitzgerald EOC Regional Program ManagerMark Blank -Sales Vice PresidentPartner - Aztek


Let s break new ground together agenda

Let’s Break new Ground Together - Agenda

Program Overview and FY15 Direction

Operations Improvements

Partner Insight - Aztek


Let s break new ground together agenda

Partner Incentives | FY15 Strategy

Microsoft Partner Incentives accelerate partner business growth and development across our broad product portfolio and innovative Cloud solutions and services

Reward for Cloud Growth

Incentive

Stability

Commitment to Partners

  • High Bar for Change

  • Predictability

  • Sustain On-Premise Business

  • Simplicity

  • Transparency

  • Ease of Use

  • Accelerate Cloud Services

  • Expand Partner Opportunity

  • Support Business Transformation


Partner profitability

Partner Profitability

Partner Opportunity

FY15 Incentive Design Principles

Microsoft Sales Priorities

Market Differences

Partner Profitability

Product Market Share

Partner Led Sales

Balance Simplicity and Performance


Simplified structure focusing on sell renew true up cloud

Simplified structure focusing on Sell | Renew | True-Up | Cloud

FY14 Enterprise Incentives overview

Core

Sell

Renew

True-Up

Acct Services

FY15 design goals

Stability and predictability

Annuity

Cloud

New EAs

Compete

ESA/Sunset

Legacy

Accelerators

MDOP / Windows Server Branch Accelerator (Select)

Cloud (O365, Azure, Intune, CRMOL)

Other offerings

MPSA Incentives

CASA/EES Incentives

Local Accelerators

Advisor

Azure

SPLAR/Hoster

5


Let s break new ground together in

Let’s Break New Ground Together in…


Support readiness

Support & Readiness

Previous State

  • Support queries entered via mail and CLT (Call logging Tool).

  • Partners requesting higher quality and quicker resolutions.

  • Not enough training and easily accessible readiness

Key Learnings

  • New tools required giving immediate, live response.

    • Logging CLT ~ 2-5 mins, resolution time ~ 36hrs.

    • Overall FY14 Partner query volume monthly average 525

  • Reducing query volumes = Increasing partner time saving.

  • Focused training sessions to address key concern areas.

  • Add text


    Support readiness results

    Support & Readiness - Results

    Partner refresher sessions introduced.

    Enterprise readiness app launched in January FY14

    Enterprise chat tool pilot with select partners in EOC.

    Immediate partner response 8mins per query – scale up end March.

    Support targets reduced: 93% < 24hrs.

    Target average resolution ~12hrs.

    OnePlan escalation model introduced.

    [email protected]

    25% query reduction target by Q1 FY15.

    Target of 435 per month.

    Support


    System tools and design

    System Tools and design

    • Previous State

    • Partners manually identify differences in statements.

    • Difficulty in calculating overall earnings by enrolment.

    • Lack of timely visibility on potential earnings.

    • Key Learnings

    • Reconciling between statements taking too much time.

    • Providing historic data would reduce time calculating.

    • Difficulty accommodating accelerators in forecasting tools.

    Add text


    System tools and design results

    System Tools and design - Results

    Delta Report Available

    Eliminating/reducing partner time reconciling statements.

    Consolidated Payment Report

    Eliminating/reducing partner time calculating life-to-date.

    Earlier Statements

    All statements available to partners 2 weeks earlier.

    Incentive Calculator due March FY14

    Immediate calculation of potential earnings for partners.

    CHIP


    Payment turnaround

    Payment Turnaround

    • Partners requested continued reduction in payment time.

    • Previous turnaround target < 60 days after month end.

    • Payment completed in 45 to 55 days after month end.

    Previous State

    • Availability of funds impacting on partner cash flow and profitability.

    • Timelines constricted by program complexity – CA/MA

    • Partner notification of statements available and funds received needed to be improved.

    Key Learnings

    Add text


    Payment turnaround results

    Payment Turnaround - Results

    What does this mean for you?

    Tangible improvement in cash flow.

    Potential reduction in Cost of Capital on an annual basis.

    No change in partner payment terms - net positive impact on cash position.

    Final statement notification available in March.

    Incentive prefix visible in bank statements. ENT-123456

    Payment Turnaround time has reduced by 15 – 20 days (30 - 50%)


    Partner insight mark blank sales vp aztek

    Partner Insight – Mark Blank, Sales VP Aztek

    Support & Execution

    System Tools & Design

    Payment Turnaround


    Summary achieved and future targets

    Summary – Achieved and Future Targets

    FROM:

    72 hour support SLA

    CLT Query Support

    Partner time on queries

    Lack of historic view

    Manual Statement Reconciliation

    Predicting Earnings complexity

    Final statement in 30 days

    45+ day Payment cycle

    Pain Points

    TO:

    24 hour Support SLA

    Immediate Chat Support

    25% Query reduction

    Consolidated Reports

    Delta Report

    Incentive Calculator

    Final Statement in 15 days

    30 day Payment cycle

    Ongoing Improvements needed


    Let s break new ground together agenda

    Thank you.

    Channel Incentives Clinic @Room 8

    Channel Incentives Future State Booth @ Coffee Area


    Lets break new ground together

    Lets Break New Ground Together.

    Provide your feedback on the sessions through the Conference App and be eligible to win one of five Nokia Windows Phone8

    ALL Partners who provide feedback through the Conference Appwill receive a one year subscription to Office 365 Home Premium

    Visit the Conference App now at

    partnerconferenceapp.com

    .


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