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Microsoft Partner Network Masterclass. Agenda. Welcome and Introduction to team Overview of what we will cover How to get the most out of your Microsoft Partner Network membership Top resources available to you at each stage of your business lifecycle MPN ‘best kept secrets’

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Presentation Transcript
agenda
Agenda
  • Welcome and Introduction to team
  • Overview of what we will cover
    • How to get the most out of your Microsoft Partner Network membership
    • Top resources available to you at each stage of your business lifecycle
    • MPN ‘best kept secrets’
    • Where to go to find out more
  • Key questions to be addressed
  • ‘Parking Lot’
a bouquet of benefits
A Bouquet Of Benefits …..

Cloud Accelerate

Incentives

Partner Marketing Centre

Portal

Digital Content Direct

Internal Use Licenses

IT Pro resources (TechNet)

Cloud Essentials

WPC

Pinpoint

Developer Resources (MSDN)

Support Services

Partner Technical Training

Partner Sales Training

Logo Builder

Technical Enablement

Sales Kits (Bubble)

Partner Advisory Hours

Regional Events

News

letter

new business new practice new venture
New Business; new practice; new venture…
  • Just join!
  • Start as you mean to go on
  • Unlock the communications channels
  • Explore the Portal
  • Profile yourself!
  • Connect with others
stay connected monthly partner newsletter
Stay Connected – Monthly Partner Newsletter
  • Monthly Partner Newsletter
  • Distributed last wed each month.
  • Contains:
    • Essential Membership News
    • Promotions
    • Sales and Marketing Resource Updates
    • Product News
    • Training
    • Cloud Updates
  • If you are associated with your MPN Membership, you should automatically receive this
  • If you read one email from Microsoft read this one!!!
stay connected social media
Stay Connected – Social Media

Twitter

@mspartnersuk

LinkedIn

Microsoft Partner Network UK

New RSS

Feed

  • Real-time news tailored:
    • Location
    • Role
    • Partner Type
    • Specific Product Groups
  • Subscribe here
  • Access real-time news
  • Follow us: @mspartnersuk
  • 2000+ Partners Members
  • Active Discussions
  • Get answers to your questions
  • Join Here
what is pinpoint
What is Pinpoint?
  • THE online marketplace for business customers to find Microsoft partners + their products and services
  • 30,000 visits to Pinpoint p/m
  • 10,000 customers engaging with partners p/m
  • New dedicated product marketplaces:
    • Office 365 Marketplace
    • Dynamics Marketplace
    • More to follow
differentiate your business
Differentiate your business
  • Customers find your business with ease:
    • Keyword Search (important)
    • Application / Service Type
    • Geographic Location (Range)
    • Business Need (customer) i.e. pc management, supply chain etc
    • Competencies
    • Industry sector focus
    • Partner Average Rating
    • Certifications
      • Cloud Accelerate
      • Small Business Specialist
differentiate your business1
Differentiate your business
  • Microsoft Partner Network status recognition :
  • Gold Competencies
  • Silver Competencies
  • Cloud Accelerate
  • SBSC
why to generate prospects
Why? To generate prospects
  • Why use it?
  • Its FREE!
  • Increase your reach:
    • >30,000 visitors per month
    • >33% of visitors to Pinpoint engage with a partner*
  • Integrated across Microsoft’s customer-facing websites
    • UK Network receives >600,000 visits per month
  • Features in customer marketing campaigns
  • Regular updates and additions

* engagement defined by online end actions (Download, demo, email this company, view phone number, etc.)

search ranking
Search Ranking
  • Search ranking governed by 3 criteria:
  • MPN Status
    • Gold & Silver Competencies
    • Cloud Accelerate
  • Ratings and Reviews
    • Company
    • Applications
    • Professional Services
  • Keyword Optimisation
    • Choose your keywords carefully.
    • Think like a customer
    • Use SEO techniques
    • Choose keywords carefully
      • Bing Keyword Tool
      • Google Insights for Search
      • Wordtracker
analytics pinpoint dashboard
Analytics: Pinpoint Dashboard
  • Use data to track and optimise your info
  • Visits – see how your each of your pages is performing
  • Internal Referrals – see how customers are finding your information on the site
    • Browse categories
    • Search terms used (on Pinpoint)
  • Enquiries – track inbound email enquiries and responses
harnessing momentum
Harnessing momentum…
  • Deepen your engagement
  • Get a virtual marketing team
  • Arm your sales team
  • Get digital content, direct
  • Tap into Training
  • Tell people what you do
microsoft action pack
Microsoft Action Pack

Microsoft Action Pack (MAPS) – Solution Provider

  • Aimed at Small IT Businesses
  • First step into MPN
  • Open to Network Members
  • Significant Internal Use Software Licensing Benefits
  • Technical Support
  • Includes TechNet Subscription
  • Pre-requisite of Small Business Specialisation
  • Costs £259 a year (£319 with Physical Media)
microsoft action pack1
Microsoft Action Pack

Microsoft Action Pack (MAPS) – Development and Design

  • Aimed at Designers and Developers working
  • with Microsoft Technology
  • Open to Network Members
  • Significant Internal Use Software Licensing Benefits
  • 10 Technical Pre-sales Advisory hours
  • MSDN for Action Pack
  • TechNet Subscription
  • Costs £309 a year (£359 with Physical Media)
slide19

Use Your Benefits – Ask Partner @ 0844 800 6006

Technical Enablement

Technical Pre-Sales & Advisory Services

Support

Live virtual delivery by our consultants for an interactive training experience

Program Support (RSC)

Take full advantage of your Microsoft Partnership and get help along the way with any questions you may have

Delivered virtually by our consultants for a personalized one-on-one engagement

300-400

  • Deep-dive technical workshops
  • Scope of solution is covered in detail
  • Build skills to deploy and develop

200-300

  • Resources, documents and best practices
  • Framework to build a services practice
  • Intro and overview of solution, services or Products
  • Value of solution/compete

100-200

  • Custom advisory services for your specific business needs
  • Compete scenarios
  • Development and deployment assistance
  • Migration Assistance
  • Optimization Guidance
  • Solution Guidance

Product Support (BCPS, 5-Pack)

Confidently resolve challenges with break-Fix support

Get Access to Online Technical Communities

Use Your Partner Advisory Hours

create demand partner marketing centre
Create Demand: Partner Marketing Centre
  • What is it?
  • Central Location for all UK product and solution sales & marketing campaign materials
  • Search and filter campaigns by:
    • Target audience (customer)
    • Product
    • Solution
    • Competency
create demand partner marketing centre1
Create Demand: Partner Marketing Centre
  • Why Use It?
  • Saves you time creating your own marketing/sales materials.
  • Wealth of resources for each campaign
    • Training resources
      • Partner Guides
      • Sales, Technical product information and training
    • Marketing Resources
      • Email templates
      • Website banners
      • Copy blocks
      • Datasheets
    • Sales Resources
      • Presentations
      • Product flyers
      • White Papers
      • Demo’s
create demand campaign planner
Create Demand: Campaign Planner
  • The Campaign Planner details all UK campaigns held within the Partner Marketing Centre.
  • Includes details such as:
    • Campaigns by target market - small business, mid market, enterprise
    • Core Products aligned to each campaign
    • Competencies aligned to each campaign
    • Direct links to all campaigns
sales team resources
Sales Team Resources
  • What is it?
  • Accessed through the Partner Marketing Centre
  • Web based Interactive Sales presentations
  • Aligned to Microsoft’s marketing campaigns
  • Allows you to navigate to the right material quickly and directly
create demand digital content direct
Create Demand: Digital Content Direct
  • What is it?
  • Get Microsoft product and marketing content on your website
  • Sales and e-commerce features allow you to customise content
  • Offer trials and purchases of:
    • Office 365
    • Windows Intune
  • Why Use it?
  • FREE and quick to setup
  • Select only content that is relevant to your business
  • Auto-updating information
  • Easily track your trials and sales of online services
partner enablement is about options
Partner Enablement is about options

Licensing Accreditation

Sales Specialist Accreditation

Partner Learning Centre (PLC)

Technical Certification

Continue Learning

stick to the knitting
Stick to the Knitting…

- Define your USP

- Demonstrate what makes you different

- Get your organisation current

- Take advantage of partner support

microsoft competencies offer you
Microsoft Competencies offer you…
  • Capabilities: Showcase your leadership in the marketplace on the latest technology
  • Customers: Partner and differentiate with a recognized brand
  • Connections: One of the most active, diverse networks in the world
competencies by this time next year
Competencies by this time next year...
  • Messaging & Communications replaces Unified Communications (Oct 2011)
  • Systems Mgmt & Virtualization combine (May 2012)
authorised education reseller standardizing to microsoft s worldwide education partner program
Authorised Education Reseller Standardizing to Microsoft's Worldwide Education Partner Program

Benefits to partner

An AER certification number which will enable partner to place orders through distributors

Establish partner as specially-trained to cover the education market in their country

A listing on the Microsoft Reseller Directory

Access to exclusive resources (logo, collateral, training, WW AER newsletter)

Enhanced dialogue with Microsoft

Four simple steps:

Be an active member of the Microsoft Partner Network

Complete and pass the appropriate certification exam:

Academic Volume Licensing for selling to Qualified Institutions

Academic Full Packaged Product for selling to Qualified Individuals

Complete the online application form

Accept the terms and conditions of the Microsoft AER Agreement

well established roots
Well established roots…

- Go for Golds!

- Inspiring Incentives

- Managing your relationship

- Exploring the Cloud

channel incentives
Channel Incentives
  • Investment of over $3.5B – aligned to growth opportunities and areas of customer value
    • Solution Incentives Program (SIP)
      • Management & Virtualization – up to 30%
      • Application Platform / SQL – up to 20%
      • Lync – up to 20%
      • Windows 7 – up to 10%
      • 13 gold competencies eligible
explore the cloud
Explore the cloud
  • Sign MOSPA
  • Access internal use software
  • Partner Support
  • Pinpoint Profile
evolving the offering
Evolving the offering…

- Extending your eco-system (WPC)

- Re-focus or re-invest

- Put it all in the Cloud

take advantage of m pn
Take Advantage of MPN

Use pre-sales support to close new business

Distinguish your business with the partner brand

Tap into marketing materials and collateral

Run your business with internal use rights software

Generate leads with your partner profile

resource index
Resource Index

Pinpoint Marketplace – http://www.pinpoint.microsoft.com/

Pinpoint Partner Help - http://pinpoint.microsoft.com/en-GB/PartnerFaq

Search Engine Optimisation Service - https://partner.microsoft.com/UK/salesmarketingsection/40073325

Partner Marketing Centre - www.partnermarketingcenter.com

Digital Content Direct - https://partner.microsoft.com/UK/40083773

Gear Up FAQ - https://partner.microsoft.com/UK/40017359

Gear Up Application - http://www.gearuptoolkit.com/ukpartner/

Demo showcase - http://www.demoshowcasesuite.com/

Customer Satisfaction Index FAQ - https://partner.microsoft.com/UK/salesmarketingsection/40018120#sup2

Customer Satisfaction Index Portal - https://mspp.tns-online.com/msportal/portal.aspx

useful links
Useful Links
  • How to prepare for MPN – MPN planning
  • Competencies – landing page (Access individual competency info from here) or Competency Planner
  • Revenue commitment info: https://partner.microsoft.com/40149294
  • Competencies – Earning a Competency Guide
  • Competency exam pack info: https://partner.microsoft.com/UK/40143914
  • All exam offers: http://mpn.mslcampaignfactory.com/Default.aspx
  • IUR entitlement for Gold and Silver competencies: Licensing calculator
  • Logo builder support: Contact support-partnerlogobuilder@palador.com