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welcome

welcome. Partner Territory Manager. Partner Territory Manager. Online Partner Roadshow. Evaluationforms. #partnerroadshow. Agenda. morning sessions. 08h30-09h30: Registration and coffee 09h30-10h00: Introduction and W elcome 10h00-10h45 : How to grow a successful cloud business?

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welcome

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  1. welcome

  2. Partner Territory Manager

  3. Partner Territory Manager

  4. Online Partner Roadshow

  5. Evaluationforms

  6. #partnerroadshow Agenda morningsessions 08h30-09h30: Registration and coffee 09h30-10h00: Introduction and Welcome 10h00-10h45: How to grow a successful cloud business? 10h45-11h00: Break 11h00-11h30: The “new world of infrastructure” for an SMB (part 1) 11h30-12h00: The “new world of infrastructure” for an SMB (part 2) 12h00-12h45: Lunch afternoonsessions 12h45-13h45: Market Trends & How to get the most out of your partnership? 13h45-14h45: The “new world of work” for an SMB 14h45-15h15: Break 15h15-16h45: Demo Time: “How can an SMB benefit of the integration of all these technologies?” 16h45-17h15: The perfect Licensing offer for SMB’s 17h15-18h00: Cocktail & Networking

  7. Consumerization of IT Thierry Fromes, General Manager

  8. Consumer Trends Driving IT Natural interaction Data explosion Social computing Pervasive displays Ubiquitous connectivity Ecosystem of computers Cloud computing

  9. The Changing Role of IT Microsoft is uniquely able to help you balance user expectations with enterprise requirements. We have four pillars to our strategy: Security and management Productivity Windows-based devices Application development Windows Next …tools that help IT to protect the enterprise …tools that work like and with popular consumer services …tools that simplify and enrich the developer experience …that people love to use

  10. Windows-Based Devices Range of form factors to meet varying business needs • “Windows 8”—a re-imagining of Windows: • Will run on new low-power system-on-a-chip architectures including ARM. Will run on Intel and AMD x86 • Will include immersive touch experiences, support pen/handwriting capabilities, and allow remote control • Windows will run across a wide variety of devices bringing the ability to securely manage the device, print, USB, etc. • Great for content consumption and content creation A look ahead…

  11. Security and Management Managed Central, unified management platform Access control based on the level of trust Level of business impact (means of access) Low (Web) Medium (VDI/Citrix) Unmanaged High (DirectAccess, enterprise VPN) Single, end-to-end security and management platform • With System Center 2012, manage any mobile device that connects through Exchange ActiveSync, including Windows-, iOS-, Symbian-, and Android-based devices • Will manage Windows devices best and be best-in-class on other devices • Achieve the same management results as with on-premises solutions at a lower cost A look ahead…

  12. Productivity Best productivity experience—anywhere Integrated social tools and applications Integration with external social networks Productivity will be best on Windows Presence & IM Internal social computing tools Online meetings Social networking And best-in-class on other devices Voice & video A look ahead… • Connected productivity: • Complete Microsoft Office experience with services integration • Includes Lync voice, mobile, and Mac client support • Privacy practices that support global standards

  13. Application Development Unified application development Consistent, connected experiences across the PC, mobile devices, and browser • One development environment for all devices • Ability to enhance and extend apps with the cloud A look ahead… • New kinds of experiences with native capabilities in “Windows 8” using the power of HTML5: • Fast, fluid, and dynamic applications • Full-screen and touch-centric user experience • New user interface designed to work seamlessly with a diversity of devices and form factors

  14. Why Microsoft? Natural interaction Data explosion Social computing We have broad and deep experience in enterprise and consumer market segments Microsoft is embracing the consumerization of IT. the only vendor to span devices, traditional software, and cloud services… …and bring you Security and Management and a Unified Application Development environment. Pervasive displays Ubiquitous connectivity Ecosystem of computers Cloud computing

  15. mslux@microsoft.com

  16. #partnerroadshow Agenda morningsessions 08h30-09h30: Registration and coffee 09h30-10h00: Introduction and Welcome 10h00-10h45: How to grow a successful cloud business? 10h45-11h00: Break 11h00-11h30: The “new world of infrastructure” for an SMB (part 1) 11h30-12h00: The “new world of infrastructure” for an SMB (part 2) 12h00-12h45: Lunch afternoonsessions 12h45-13h45: Market Trends & How to get the most out of your partnership? 13h45-14h45: The “new world of work” for an SMB 14h45-15h15: Break 15h15-16h45: Demo Time: “How can an SMB benefit from the integration of all these technologies?” 16h45-17h15: The perfect Licensing offer for SMB’s 17h15-18h00: Cocktail & Networking

  17. How to grow a successful Cloud business? Peter Dedrij – Partner Strategy Lead Patrick Viaene – Cloud Sales Manager

  18. DISRUPTIVE THINKING – RULE #1 YOU CANNOT PLAN FOR THE FUTURE IF YOU DO NOT KNOW WHAT YOU’RE NOT PREPARED FOR.

  19. Cloud: the 5th transformation of ourindustry CLOUD Late 2000s & Future Cloud Computing, Social Networks Products>Solutions>Services INTERNET Mid ‘90s Browsers, Email, eCommerce, Hosting, Wi-Fi, Web 2.0 CLIENT/SERVERMid ‘80s Distributed Computing PC & APPSEarly ’80s MAINFRAME ’60s & ‘70s Word Processor, Spreadsheets DOS, GUI, Windows Financial, MRP Reservations

  20. Whatdoesthatmean for the channel?

  21. The perfectstormthat’sapproaching?

  22. Not onlyfrom CAPEX…

  23. To OPEX…

  24. Cloud: it’s a shift in focus!

  25. From IT…

  26. To Business !!

  27. Every change is an opportunity!

  28. Place your bets, after careful consideration! Value Cloud business Integrator Community Cloud Provider Scale ResellerMarketing Partner Cloud Reseller Volume Volume

  29. Business Model Sellscloud solutions same as on premise Offerbased on technologyneeds Veryreactivebehaviourtowards Cloud Sales Sales of standard products Limited integrationwith E.g. typically sales of Exchange online Marketing Verylimited proactive marketing Finance POR (Partner Of Record) fee Limited Service Revenue (Installation) Challenges Volume and differentiation Cloud Reseller

  30. Business Model Focus on customeradded value & business Integration of on-premise & cloud Sales Solution Selling Typically solutions Sharepoint Online/CRM Online Marketing Verylimited proactif marketing Finance POR (Partner Of Record) fee High 1-of cloud services fees (Business Integration/templates/Installation) Limited Recurringfee Challenges Business knowledge Standardisation vs. Custom development Cloud Business Integrator

  31. Business Model Standardizedoffers for vertical/horizontal marketswith lots of added value (ISV) Sales Programmatic sales of standardized solutions Marketing Proactif marketing towards vertical market Online marketing Finance POR (Partner Of Record) fee Limited 1 of cloud services fees (Business Integration/templates/Installation) High Recurringfee Challenges Marketing, Sales & Pipeline management Community Cloud Provider

  32. Business Model Standard offersoftensold via online webshopImplementationoften in partnershipwith a cloudreseller Sales Programmatic sales of standardizedproducts(online funnel management) Marketing Large scale proactif marketing Focus online marketing SEO – SearchEngineOptimization Finance POR (Partner Of Record) fee High 1 of cloud services fees (Business Integration/templates/Installation) Challenges Volume, Marketing, sales & pipeline management Scale ResellerMarketing Partner

  33. Cloud !! Hybrid Dynamic Hosted Public Virtual! Shared Dedicated Private

  34. Cloud flavours Availability Cost-efficiency Data Control Partner-serviced Microsoft delivery Microsoft billing OPEX Shared hardware No Licences Workload Flexibility Availability Cost-efficiency Data control Partner-serviced Partner delivery Partner billing CAPEX Dedicated hardware Owned/Rented Licences Workload Flexibility Availability Cost-efficiency Data control Partner-serviced Partner delivery Partner billing OPEX Shared / Dedicated Licence Flexible Workload Flexibility Syndicated Virtual On Premise Private Cloud Partner Private Cloud Public Cloud

  35. Our Consumer Data Center Services! 500M Active Windows Live IDs 4.8B Monthly Queries Powered Over 440M Unique Users 900M AdsPer Month Over 300M Users Each Month Over 14M Songs In Our Catalog 35M People On Xbox Live 170M Monthly Connected Users* 360M People Using Hotmail 11B Voice Commands / Year *Pending Regulatory Approval

  36. Breadth of Cloud Services MICROSOFT CLOUD SERVICES • PRODUCTIVITY • COMMUNICATIONS • COLLABORATION • BUSINESS APPS • DESKTOP MGMT • IDENTITY • DATABASE • PLATFORM MICROSOFT SOFTWARE Partners have a breadth and depth of opportunity,with a broad spectrum of public, private, and hybrid cloud solutions that address a wide range of customer needs.

  37. Our SMB products services • Full productivity & collaboration in the Cloud • Successor to BPOS • Components also available separately • Windows 7 Enterprise upgrade license+ Anti-Malware+ Management Console • Infra management for the masses • CRM in the Cloud • Integrates with on-premise • Integrates perfectly with Office 365 • Focus on your app, not the infra • Efficient, scalable at low cost • Pay for actual usage

  38. Sales Channels (product view) > 250 PC’s (partner hosted) (syndication) ( ) “all” individual Microsoft servers

  39. FACQ* • Security? • Privacy? (cfr USA Patriot Act) • Availability? • Will I sell no more severs then? * Frequently Asked Cloud Questions

  40. Facts - FY11 BeLux • 1000+ Commercial Cloud Customers • 122.000 BPOS/O365/Hosted Exchange SeatsSold by 211 Partners • 30% van BPOS/O365/Exchange Seats at SMB’s through resellers ‘Born in the Cloud’ • 1/3 of all new Exchange seats at SMB’s are in The Cloud ”Repair your roof when it’s sunny”

  41. Next steps for a Partner • You don’t sell Cloud like you’ve been selling ‘On Premise’! Follow the Business Transformation Workshops

  42. Next steps for a Partner • You don’t sell Cloud like you’ve been selling ‘On Premise’! Follow the Business Transformation Workshops • www.microsoftcloudpartner.com • Office 365 • Intune (partner-play par excellence!) • Azure • CRM Online • IUR (Internal Use Rights) • Pinpoint: is your profile up-to-date? • Promo: OOVO (Office 365 for Open Value Offer) • OV Company-Wide or OVS with active SA • Discount to compensate the SA investment till end of SA • Promo untill August 2012

  43. The End?

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