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SAM01. Ro Kolakowski Company Partner 6 th Street Consulting MPN partner since 2006 SharePoint. Grow Your SAM Practice. Raul Bandeira Director, SAM Field and Partners Microsoft Corporation. Lisa Slim Microsoft Alliance Business Manager Hewlett-Packard MPN partner since 1989

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grow your sam practice

Ro Kolakowski

Company Partner

6th Street Consulting

MPN partner since 2006


Grow Your SAM Practice

Raul Bandeira

Director, SAM Field and Partners

Microsoft Corporation

Lisa Slim

Microsoft Alliance Business Manager


MPN partner since 1989

HP Enterprise Business

the journey to sam services incentive
The Journey to SAM Services Incentive

SAM Competency changes

SAM Services SOWs

Field and Partner Readiness efforts

Systems requirements

Process development and validation

Customer evangelization

Where we’ve been

Less than 90 days to launch!

Systems implementation and piloting

Additional Field and Partner Readiness

Online training courses

Program and marketing resources

Customer awareness

Where we are

sam services incentive
SAM Services Incentive

Target Customers

Customer Value

  • Minimum of 250 desktops
  • At least one of the following Volume Licensing contract types:

Enterprise Agreement, Enterprise Agreement Subscription, Select License, Select Plus and Academic Select

  • These Volume Licensing options are excluded:

Open License, Open Value, GSA Select, Campus Agreement, School Agreement, and all other licensing programs not explicitly called out

sam services engagement types
SAM Services Engagement Types

SAM Baseline

SAM Assessment

Review of customers existing processes against SAM Optimization Model framework, identifying improvement opportunities and associated ROI

  • Inventory of deployed Microsoft assets, review of corresponding customer license documentation, virtual, hosted, or cloud-based solutions, and identification of any opportunities for Improvement

Provides deployment assistance for processes and technologies to support key SAM areas, including deployment, metering, inventory and control. Special focus on solutions deploying Microsoft technologies including System Center, MDOP AIS, or MAP

SAM Deployment Planning

engagement timing and deliverables
Engagement Timing and Deliverables
  • Engagements can qualify for incentive under this program only when the definedscope of work is being delivered by a qualifiedpartner consultant to a customer with an active Select or EA. Opportunities must be registered and received by a Microsoft SAM Engagement Manager approval prior to the engagement to be eligible for this incentive

NOTE – Actual engagement delivery length will vary based on customer size within the range, number of locations, infrastructure and other variables and is provided as a guide for initial resource planning estimation only.

=To Customer and Microsoft =To Customer only

sam services requirements and eligibility
SAM Services Requirements and Eligibility
  • Partners only have to meet the Gold SAM competency requirements once worldwide
  • A PSP is required in each country in which the partner plans to do work under this program
  • The consultant delivering the engagement must be an FTE with the SAM MCP
who are the gold sam competency partners
Who are the Gold SAM Competency Partners?

Partners with a strong background in

  • Deep licensing expertise
  • Deployment or Systems Management
  • Focus on Core IO
  • Process Consulting
partner business opportunity
Partner Business Opportunity
  • Clear, repeatable Scope of Work
  • Predictability of deliverables
  • Insight into customer’sorganization and environment
  • Follow-on business
making it real
Making it real

A SAM Story

Riaan van der Westhuizen

Group Infrastructure Manager


South Africa


Alexander Golev


Quarta Consulting


Your SAM Practice

Cynthia Farren


Cynthia Farren Consulting


a sam story

A SAM Story

Riaan van der Westhuizen

Group Infrastructure Manager


South Africa

gijima profile
Gijima Profile

3rd largest IT Outsourcer

70 offices in Southern Africa

Revenue: R 3 Billion

BEE Level 3 Contributor

2,500 People

Key Verticals:

Financial Services and Retail Market, Manufacturing, Mining, Telecommunications, Government Departments and State-owned Enterprises

  • Gold Competency:
    • Identity and Security
  • Silver Competencies:
    • Application Integration, Business Intelligence, Content Management, Desktop, Midmarket Solution Provider, Portals and Collaboration, Project and Portfolio Management, Server Platform, Systems Management, UC Messaging and Voice
  • Competency Recruitment:
    • Application Lifecycle Management, Data Platform, Hosting, ISV Software, Learning, Search, SAM, Software Development, Virtualization, Web Development. (Investigate: CRM, Digital Marketing, Mobility, Volume Licensing.)

Journey to the Cloud

Business Growth, Profitability and Competitiveness

Strategic Partnership and Account Planning

High-level Profile andBrand Awareness

Regional Focus

MCS Alignment

MPN Transition

Company Profile

MPN Profile

Company Goals

the challenge
The Challenge
  • High ad-hoc and unexpected true up costs
  • IT investments not “fit for purpose”
  • Lack of user awareness and discipline
  • “Tough” True Up negotiations with Microsoft
  • Low trust as “an ethical business partner”
  • High governance compliance risks
the solution
The Solution

Course of Action


  • 100%+ increased licence entitlement
  • Reduced Add Hoc licence procurement
  • Reduced True Up costs substantially
the impact on risk and governance
The Impact on Risk and Governance
  • Improved control of IT assets and security
  • Reduction of non-compliance risks
  • Strategy to maintain updated policies
  • Encourage effective use of tools
  • Better tracking of actual costs – Chargeback Model
sam in small business

SAM in Small Business

Alexander Golev

CEO, Quarta Consulting


small business sam opportunity
Small Business – SAM Opportunity

Existing Demand for a Framework

challenges in small business
Challenges in Small Business
  • No SAM budget
  • Lack of formal IT Management structure
  • Low asset management culture
  • Focus on tangible legal risks
quarta consulting solution
Quarta Consulting Solution
  • Assumptions and requirements
    • Low-priced but still profitable
    • Doable in a week
    • Collaboration with Microsoft
    • “Sharable” with other partners
  • Delivery approach
    • Baseline PC reinstallation
    • Standardized process templates
sam light results

29% faster

SAM Light – Results

Top VAR revenue growth


Works are planned and approved, it's time to start

  • 0

Pre-sales and Consultations

Preparation &planning

Stages and Results

Policies and regular works schedule are developed and approved

  • 1

Adaptation and approval of policies

Approval of the regular works schedule

Software is calculated, the needs are determined

  • 2

Software inventory gathering

Inventory data analysis

The existing licenses are put in order, the discrepancies are detected

  • 3

Licenses audit and analysis

Getting licenses into order

  • 4

The standard PC configurations are approved. The purchase plan is based on the standard

Development of standard PC configurations

Preparation of the purchase plan

  • Software purchase

Software is purchased and ready to be installed


Software is reinstalled, all documentation is in final order

Preparation of software “images"

Backup-format-reinstall all computers

sam in small business how to
SAM in Small Business – How to?
  • Embrace Small Business customers
  • Understand Small Business challenges
  • Bet on simplicity and efficiency
  • Profit from standardized offers
your sam practice

Your SAM Practice

Cynthia Farren


Cynthia Farren Consulting


sam and microsoft a blunt conversation
SAM and MicrosoftA blunt conversation
  • Microsoft is in the business of selling software licensing
  • Microsoft will streamline and commoditize all efforts
  • All SAM Partners benefit from the marketing investment made by Microsoft and others to educate CxO’s about SAM
  • If your SAM business will have to rely on Microsoft to be profitable – then you don’t have a SAM business
  • SAM exists without Microsoft, but SAM benefits from Microsoft and Microsoft benefits from SAM
sample keys to being a successful sam partner
Sample Keys to Being a Successful SAM Partner
  • Competition
    • Competition helps market the value of SAM
    • Understand the business value of your unique offering
  • Education
    • Know your subject
    • Research; don’t guess
    • SAM is highly “historical” – know the historical PURs and Agmts
  • Focus on the customer
    • The “right” solution is the best solution
    • Cross selling is not part of SAM
      • But the insights gained through SAM provide opportunities

Remember: a licensing statement isn’t SAM

session recap
Session Recap
  • SAM Services Launch in Oct, 2011
  • SAM Services enables insight into customer IT strategy
  • SAM Services Incentive leads into follow-on business
  • SAM Partners are strategic to their customers
  • SAM works in SMB with the right model
  • SAM is NOT a licensing statement
partner calls to action key actions resources and sam related sessions activities
Partner Calls to ActionKey Actions, Resources and SAM Related Sessions/Activities

Understand the SAM opportunity in your market

Earn the Gold SAM Competency

Drive the conversation about SAM Services with your customers








SAM Services Training 100 and 200 levels

Get your USB with the training courses at the next session or stop by the Software Asset Management Booth in the MPN Solution Innovation Center


competency exam pack offer
Competency Exam Pack Offer

Go to the MPN Booth or Purchase Online byJuly 29, 2011

Exam Packs can be purchased in the following denominations

3 Pack – 30% discount + Second Shot

5 Pack – 35% discount + Second Shot

8 Pack – 40% discount + Second Shot

20 Pack – 40% discount + Second Shot

To purchase, simply stop by the WPC MPN Booth or log on to

Note: After July 29th, the Competency Exam Packs will not include a Second Shot (free exam retake). Order today!

your feedback is very important t o us
Your Feedback is Very Important to Us

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© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.

The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.