1 / 21

How to Sell in the Cloud with Telstra

How to Sell in the Cloud with Telstra. Stephen Pech T-Suite Channel Development Manager. SaaS. PaaS. IaaS. PUBLIC. ON PREMISE. HOSTED. Why you are at this session?. What value does Telstra add to MS Online Services? How do I engage with Telstra?

cais
Download Presentation

How to Sell in the Cloud with Telstra

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager

  2. SaaS PaaS IaaS PUBLIC ON PREMISE HOSTED

  3. Why you are at this session? • What value does Telstra add to MS Online Services? • How do I engage with Telstra? • How do I succeed with MS Online Services? • What next steps should I take? In the next 45 minutes we are going to • Answer these questions • Explain how • Discuss some real life examples

  4. Telstra’s Cloud Strategy

  5. What value does Telstra add to MS Online ? Solutions & Roadmap Trust MS Hosting Network & Reliability Global Scale Awareness & Reach Platform Dev. Services Approach Skilled Channel

  6. What value does Telstra add to MS Online ? Working on it: 600,000* Business customers: 1,200,000* (1,800,000 Australian businesses, ~ 900,000 employing) * Approximate numbers

  7. Other T-Suite Solutions Web & Email control SMB Accounting PC & Server Backup HR & legal compliance Send large files SMB ERP – CRM, Project Management, Billing PC & Server Endpoint Protection CRM Domain Management

  8. One Team • Mutual and aligned goals

  9. Exclusive syndication partners for MS Online in Aus • Only exclusive Telco relationship in the world

  10. Govt, Education, NFP, & EA Step-up pricing • New - Launched 30 August • All Partners able to sell and earn commission

  11. Global Partner Services Team - Tech enablement Partner Managers Drew Curtis QLD Leonie Visser QLD Stephen Pech SA/NT & WA Kate McGorman NSW 90 Data / IPSpecialists Mark Duckworth NSW/ACT 8 T-SuiteSales Specialists Shane Campbell Vic/Tas Alex Papli Vic/Tas 1800 TSUITE Helpdesk

  12. How do I engage with Telstra? • Work with your Partner Manager • Build a relationship and catch-up regularly – 2 way relationship • Go to for resources and support • Identify any ‘Buddy’ relationships with Telstra Dealers • Use 1800 TSUITE for admin & tech support • Will help with billing and account setup • Can provide specific tech support • Build skills and then work opps together • We can help you close deals, and you can help us • Telstra Account Executives (AE’s) have existing relationships

  13. How do I succeed with MS Online? • Leverage MS & Telstra Enablement resources • MS have skill development programs • Online training • Incubation program • KickStart program • Telstra Partner Managers for admin & strategy • MS TelePAM’s & PAM’s • Actively promote Online Services to customers • Clearly define your offer & services model

  14. How do I succeed with MS Online? • Leverage MS & Telstra Enablement resources • Actively promote Online Services to customers • Cloud computing is coming – it will be a differentiator for you • Give your customers the choice • Show your cloud credentials – lead your competitors • Look for opportunities to develop your skills and approach • Clearly define your offer & services model

  15. How do I succeed with MS Online? • Leverage MS & Telstra enablement resources • Actively promote it to customers • Clearly define your offer & services model • Which customers should always be pushed to MS Online? • What is your implementation methodology? • What are the service options you offer? • What is your default per seat implementation cost?

  16. How do I succeed with MS Online? • Leverage MS & Telstra enablement resources • Actively promote it to customers • Clearly define your offer & services model Telstra do not have partner-level technical skills Telstra need partners to help close and implement • Telstra won’t undercut you nor start a competitive sale Take the steps above and be a technical solution leader to qualify for Telstra leads

  17. How do I get Leads from Telstra? Partner Manager Telstra Leads GPS Find opps, Implement Success, Prove Tech Skills Strategic Planning, Offer, Campaigns Cloud Accelerate, Commitment Sign up & Demo

  18. Real Partner Success • EH Technology - Andrew McInally • QLD based • SMB focussed • Actively working with T-Suite for 12 months • nSynergy / OSC - Karl Redenbach • National with offices in Vic, NSW, and 3 international locations • Medium business & enterprise focussed • Actively working with T-Suite for 12 months

  19. What next steps should I take? • Meet my Partner Manager • Sign MOSPA & TOSA • Setup demo or IUR system • See GPS team near Telstra stand • Implement a small customer

More Related