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NWOW

NWOW . Gunter STAES Product Marketing Manager (IW) Microsoft Belgium & Luxembourg. Key Initiatives FY12. Terminology NWOW = “Het Nieuwe Werken” NWOW = BDM Connection NWOW = BPIO platform story anno 2011 NWOW = CIE NWOW Coalition NWOD (New World of Datacenter).

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NWOW

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  1. NWOW Gunter STAES Product Marketing Manager (IW) Microsoft Belgium & Luxembourg
  2. Key Initiatives FY12 Terminology NWOW = “Het Nieuwe Werken” NWOW = BDM Connection NWOW = BPIO platform story anno 2011 NWOW = CIE NWOW Coalition NWOD (New World of Datacenter) NWOW – Lead With Future of Productivity Sharepoint – Win Collaboration Office 365 – Lead with the Cloud W7&Office Deployment Project & Visio CRM
  3. Disruptions on the horizon or around the corner. 1 2 3 4 From Old Economy to New Economy The Knowledge Gap The War for Talent Consumerization of IT
  4. What can we do ? 1 2 3 Re-think Culture Re-think Technology Re-Think Location MS LED / Partner LED / At MS / On the road / ...
  5. Build a coalition of organizations and a viral community of workers to accelerate the implementation of smartworking by providing answers and solutions to all existing barriers proving the added value Quantifying and proving the clear demand on workers’ side and setting the example across sectors, sizes, regions To keep our economy competitive, more people need to adhere to the new world of work makes open innovation and collaboration a reality and leads to a better economic performance (help every  talent realize its full potential) a better work/life balance (help mums and dads realize their full potential) less mobility issues (Brussels is no. 1 traffic jam city in Europe) helps fight climate change issues NWOW Coalition : In a nutshell… WHAT WHY
  6. Build a coalition of industry partners (organizations) to promote ‘nieuwewerken’ to set the example (founding partners) – or follow the example to help organisationsimplement (facilitating flexwork in offering advice on technology tools, but also legal/job contract requirements, policies, etc.) Build a positive story no-one can refuse What are the benefits? How does it generate a better, happier, and more performant workforce? Provide answers to all possible barriers Builda viral community of workers (individuals) to set the example through real, human examples of flexworkers throughout different organizations to create bottom up pressure for change to measure the impact of flexwork on our local community (online tool) 3-tier approach
  7. Memberorganisations Follow the example, commit to try & learn Structure Founding partners leadbyexample Coalition New world of work Out of office Microsoft Telenet Usg people Sd worx FOD Sociale zekerheid Flanders Synergy Euro Green Innovation Center Individualsmartworkerscommunity Support & quantify the movement
  8. What is the CIE? ”What I hear I forget, What I see I remember, What I do I understand” - Confucius Sales tool to help accelerate sales Hands-on experience for customers to test-drive the productivity platform (BDM Oriented) Simulated day in the life of a business running: - Office 365, Office, Exchange, SharePoint, Lync, Project & Visio - Windows, Windows Phone, Dynamics CRM & System Center Available in 130+ Microsoft locations & 60+ active partners Mobile Version available in BE (2nd is ordered !) Also for EPM, Visio, Office 365 & CRM now “In my 18 years of marketing for Fortune 100 companies, I have never seen a tactic so effective at driving revenue. It is jaw-dropping the results we are seeing from MEC (CIE) in the Northwest District.” Allison Saltzer - US Sub - Regional Marketing Manager
  9. How it fits in the sales cycle? Best fit is early in the sales cycle, around 20% Upsell to ECAL When competing against Google Apps, Cisco, IBM & Open Office Use CIE for: Reducingcost of sales by avoiding a PoC Use CIE for: Driving deployment Use CIE for: Engaging BDMs Changing conversation from product to platform Reengineer buying vision
  10. Mobile CIE Theory 2 weeks The Duel Integration 60 end users Commitment 4 hours 2 hours IBM Price 2 hours Microsoft 770k to 1200k 600k User Experience ?
  11. “Without the Customer Immersion Experience to actually prove to us what user experience is like with an MS platform, you would not have been sitting here today” (quote meaning: IBM would be sitting here) The outcome
  12. 24000+ users SharePoint The WIn Office PremierFY12 Strategic Platform Migratoin 2 to 3 years EAFY12 Exchange Lync Office 365 .Net SQL Server
  13. Key Initiatives FY12 Through Partner (PAM/PTA) IW Business Lunches In our H1 (Before end December) Enterprise customers 1:Few BI / Duet / Collab / O365 / ECM / EPM / UC / Search / SP Fis STILL SOME SLOTS/$$$ AVAILABLE Mislicensing (PAM/PTA) Extranet scenario’s First by informing partners/customers SDPS (PAM/PTA) Also valid for Office 365 +/- 1000 Days on the table in Belgium/Luxemburg Account mapping with your PAM NWOW – Lead With Future of Productivity Sharepoint – Win Collaboration Office 365 – Lead with the Cloud W7&Office Deployment Project & Visio CRM
  14. Key Initiatives FY12 CIE / IW Partner Lunches Reference cases CA/EPG Cloud Accelerate partners Transition Start assessing your customers for technical pre-requisites. Transition will start in CY11-Q4 (Tier 3 : <50users) Transition BIF Program. Dublin Data Center Visit Qualified Opportunity CA/EPG Customer. (500 Seats Sales ) Online Presence Elevate your Business, Online Presence, SEO Marketplace Please, define an offer !!!! Solution Incentive incentive New Customer BIF Program NWOW – Lead With Future of Productivity Sharepoint – Win Collaboration Office 365 – Lead with the Cloud W7&Office Deployment Project & Visio CRM
  15. Dublin Data Center Visit.
  16. Transition Process IUR Campaign (Last week of september) Transition period (27 Oct – 27 Jan) 211 BE/LU Customers 1470 Seats
  17. Transition Process Planning confirmed now by Kirk Koenigsbauer (Corp VP – IW PMG) Tier 3 (SMB <50 Seats) will transition this CY (if ready) There is a concept of Prio Q : Talk to us (Ilse W, PAM, PTA, GS) No SLA  Customers will receive communication to prepare for switch to O365. POR in cc Tier 2 & Tier 1 : start early 2012.
  18. Transition BIF Program Should be operational in the upcoming weeks. Tier 1 & Tier 2 customers only Start with assessement asap. POR will receive information & list of their accounts qualifying for this progam (Should be this week) POR needs to complete readiness assessment to apply for BIF.
  19. Transition BIF Program RESOURCES Transition Center Quick Start Online Services Partner FAQ BPOS to Office 365 Transition Guide Online Service Team Blog
  20. Solution Incentive Office365 Reward partners for driving deployment Specific Office 365 and Windows Intune seats within the updated EA
  21. New Customer BIF BIF $$$ = Case Based (Think of about 5K$ - 10K$)
  22. Key Initiatives FY12 +/- 45% of Enterprise (EPG/CA) PC’s will be deployed end FY12 !!! (W7 & O2010) +/- 180.000 seats to go CIE / IW Partner Lunches Partner Deployment Incentive 5$ of 3$ per seat (EPG/CA) à 870.000 seats * 4$ (average) = 3,5m$on the table in BE/LU DDPS (PAM/PTA) +/- 1000 Days on the table in Belgium/Luxemburg Account mapping with your PAM POC/Pilot (PAM/PTA) +50K$on the table in Belgium/Luxemburg in H1. Excitement Kit (PAM/PTA) More info to follow. (WE Program) NWOW – Lead With Future of Productivity Sharepoint – Win Collaboration Office 365 – Lead with the Cloud W7&Office Deployment Project & Visio CRM
  23. Partner Deployment IncentiveJumpstart POC : Core & Optional PoC Modules Opportunity - if Your customer wants to …. Evaluate or plan for Windows 7 Evaluate or plan for Office 2010 Plan to jointly deploy Windows 7 and Office 2010 OPTIMIZED DESKTOP VALUE IMAGE ENGINEERING APPLICATION COMPATIBILITY IMAGE DEPLOYMENT APPLICATION VIRTUALIZATION Core PoC Module App New Optional PoCModule Showcase value of Flexible Workstyle Compatibility EconomicJustification App-V Security Windows Intune Office 365 (Client) MED-V Office Compatibility Windows Compatibility Internet Explorer Migration Workshop TCO Estimate
  24. Partner Deployment IncentiveProof of Concept (Jumpstart) Scope: Evaluate the Flexible Workstyle solution in a controlled (non-production) Enterprise Features Demonstrated MOE - 1 Languages MDOP – App-V BitlockerToGo Bitlocker AppLocker - Block 2 sites + enable recorder Deployment – 50 clients Images - 1 ZTI with ConfigMgr Printer/Accessories – Must be supported by the Windows driver library Models of hardware – max of 2 Apps in Image - 3 Desktops Sites – 1 Demo of shimming Windows 7, IE8 & Office 2010 appcompat tools Office 2010 virtualized 10 Days
  25. xDPS details http://tk5bpsweb01.partners.extranet.microsoft.com/en/O365/Pages/default.aspx
  26. xDPS details http://tk5bpsweb01.partners.extranet.microsoft.com/en/O365/Pages/default.aspx Partner Eligibility Requirements Registration
  27. xDPS Process
  28. Key Initiatives FY12 CIE / IW Partner Lunches EPM Partner Community Contest : collab EPM Community event in december (details will follow) Visio Partner Community We are looking for partners who make the difference with Visio : BI, BPM, NWOD. Please Contact gstaes@microsoft.com NWOW – Lead With Future of Productivity Sharepoint – Win Collaboration Office 365 – Lead with the Cloud W7&Office Deployment Project & Visio CRM
  29. Key Initiatives FY12 NWOW – Lead With Future of Productivity Sharepoint – Win Collaboration Office 365 – Lead with the Cloud W7&Office Deployment Project & Visio CRM
  30. gstaes@microsoft.com
  31. Microsoft Dynamics CRM Peggy Janssens Partner Lead - Dynamics
  32. Strong Adoption of Cloud Applications Dramatic jump in anticipated SaaS usage in year ahead Cloud adoption is growing the fastest for CRM and in the MM and SMB Mid Market Enterprise Small Business CRM Content Mgmt Business Intelligence Intranet/Company Portal Engineering Apps ERP SCM Data is for German Market from Cheskin Research for Microsoft Corporation 2010
  33. Great Opportunities for Cloud Business $9.6B Software Revenues for SaaS Delivery of Enterprise Apps Productivity Applications Messaging &Collaboration CRM Applications ERP Applications Supply ChainManagement $.8B $2.9B $2.5B $1.4B $1.0B Source: Gartner, “Market Trends: Software as a Service, Worldwide, 2008-2013.”
  34. Know the Value to Partners Dynamics Partners 400,000 visits per mo Dynamics Marketplace / Pinpoint Search Engines MS Webpages Dynamics product
  35. FY12 CRM OL Partner Priorities
  36. CRM OL: Partner Types Hybrid: Approaches OP or OL based on qualification of prospect, can deliver either but presents a traditional business model Pure Cloud: Volume approach to marketing, selling and servicing. Unique staffing, cash-flow and processes. All about IP: Could be hybrid or pure cloud but invests significantly in developing, packaging and selling IP Everyone else: All Microsoft partners can potentially sell CRM OL
  37. Call to action 2 options : Earn 5% on the sale through the Microsoft Dynamics Lead referal program and work with existing CRM Partner Gain competence to sell CRM online Every Cloud Essentials Partner can sell CRM Online Try the Product Explore Internal-Use License Benefits Get Sales and Technical Training Attain the CRM Competency Earn Software Advisor Fees : up to 40% !
  38. Need Help ? reach out to the Dynamics partner team : Dirk Kooreman (dirkk@microsoft.com) Peggy Janssens (peggyj@microsoft.com)
  39. The CRM Partner Opportunity
  40. Peggy Janssens peggyj@microsoft.com
  41. ANNEX
  42. WheretoFindPartner Training information ? General https://partner.microsoft.com/belux-nl/trainingevents/training Per role / Per Competency https://partner.microsoft.com/belux-nl/trainingevents/training https://partner.microsoft.com/belux/partner/technicaltraining https://partner.microsoft.com/belux/partner/salestraining MPN Blog http://beluxpartnerblog.wordpress.com
  43. Microsoft Planning Services Voucher life cycle : www.microsoftdps.com
  44. PS Voucher Steps Planning Services: Voucher Creation and Use 2 Create & Assign Internally Create Vouchers in VLSC SA benefits manager assign voucher to company contact person via VLSC Called “assign” within VLSC 1 Claim Benefit Activate in VLSC Customer’s SA benefits manager activates PS benefits via VLSC tool 3 Customer Chooses Partner Find Qualified Partner Customer has 180 days to find a qualified partner and use voucher If not used, voucher goes back into the company entitlement Partner directory at: http://directory.partners.extranet.microsoft.com/psbproviders/ Start Deployment 6 Partner Requests Payment Final steps Partner “redeems” voucher using VVR Partner requests payment using SABV 4 Partner Validates & Reserve PS Reserve Voucher in VVR The qualified partner is the only entity that may “reserve” the PS voucher via VVR tool Qualified partner enters the voucher number and email address Called “reserved” within VLSC 5 Conduct Planning Project Complete onsite sessions Partner & customer conduct planning sessions Concludes with partner delivering deployment plan to customer 47
  45. Requirements : www.microsoftdps.com
  46. Required deliverables: www.microsoftdps.com
  47. Register http://iwsolve.partners.extranet.microsoft.com

  48. Partner related info:

    www.microsoftdps.com
  49. ANNEX
  50. WheretoFindPartner Training information ? General https://partner.microsoft.com/belux-nl/trainingevents/training Per role / Per Competency https://partner.microsoft.com/belux-nl/trainingevents/training https://partner.microsoft.com/belux/partner/technicaltraining https://partner.microsoft.com/belux/partner/salestraining MPN Blog http://beluxpartnerblog.wordpress.com
  51. Microsoft Planning Services Voucher life cycle : www.microsoftdps.com
  52. PS Voucher Steps Planning Services: Voucher Creation and Use 2 Create & Assign Internally Create Vouchers in VLSC SA benefits manager assign voucher to company contact person via VLSC Called “assign” within VLSC 1 Claim Benefit Activate in VLSC Customer’s SA benefits manager activates PS benefits via VLSC tool 3 Customer Chooses Partner Find Qualified Partner Customer has 180 days to find a qualified partner and use voucher If not used, voucher goes back into the company entitlement Partner directory at: http://directory.partners.extranet.microsoft.com/psbproviders/ Start Deployment 6 Partner Requests Payment Final steps Partner “redeems” voucher using VVR Partner requests payment using SABV 4 Partner Validates & Reserve PS Reserve Voucher in VVR The qualified partner is the only entity that may “reserve” the PS voucher via VVR tool Qualified partner enters the voucher number and email address Called “reserved” within VLSC 5 Conduct Planning Project Complete onsite sessions Partner & customer conduct planning sessions Concludes with partner delivering deployment plan to customer 55
  53. Requirements : www.microsoftdps.com
  54. Required deliverables: www.microsoftdps.com
  55. Register http://iwsolve.partners.extranet.microsoft.com

  56. Partner related info:

    www.microsoftdps.com
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