Building and Delivering Solutions for System Integrators Jason Clarke Partner Technology Advisor AP024 Partner Session
Dec 31, 2015
Accelerate Building and Delivering Solutions for System IntegratorsJason ClarkePartner Technology Advisor
AP024 Partner Session
Scintillate, scintillate globule aurific
Fair wonder I fathom thy nature specific
Loftily poised in the ether capacious
Strongly resembling a gem carbonaceous
Scintillate, scintillate globule aurific
Fair wonder I fathom thy nature specific
Twinkle, twinkle, little star
How I wonder what you are
Up above, the sky so bright
Like a diamond in the night
Twinkle, twinkle, little star
How I wonder what you are
Scintillate, scintillate globule aurific
Fair wonder I fathom thy nature specific
Loftily poised in the ether capacious
Strongly resembling a gem carbonaceous
Scintillate, scintillate globule aurific
Fair wonder I fathom thy nature specific
Objective • In This session we will take an
unplugged look at how the Microsoft technology and solutions, across the entire platform, can deliver highly profitable practices and services.
• The aim is to give you an inside look at how the strategies are planned and executed within Microsoft and what investments/support we are making to help develop your practice/service and increase revenue.
Agenda• The Microsoft Platform (What we sell)
– Infrastructure Optimisation (IO)– Core IO, BRIO, APIO and Cloud
• How we sell– Segments, roles and acronyms– MSSP– Roles
• The Partner programs to support selling– SIP– PSX– PCI– CIE– MPCA
How Microsoft sells the platform solutions
Platform Solution Product Licensing
Infrastructure Optimisation
Reengineer discussion / Pre Sales
RPS
IO + VL = incr. RPS
Why Infrastructure Optimisation?
Platform and network services
Data storage and management
CRM and ERP Content
management&
Collaboration
Presence&
Communication Messaging
PC Tablet Web PDA Mobile Voice
Optimised end user experience
Key Platform Capabilities
Activ
e D
irect
ory
Identi
ty a
nd
acc
ess
m
anagem
ent
Syste
ms
managem
ent a
nd
secu
rity
Hyper-V
Windows Server
SQL Server
Dynamics SharePoint LyncExchange
Server
PC Tablet Web PDA Mobile Voice
Office Win 8 Windows Phone Dynamics Internet Explorer
Underlying Technologies
Activ
e D
irect
ory
Act
ive D
irect
ory
Syste
m C
ente
rFo
refro
nt
MDOP
Segments, Field Roles and Acronyms
Linking Microsoft roles to the MSSP
Sales Stage DevelopQualifyProspectDemand
Generation Solution Proof Close SupportDeploy
Probability 0%NA NA80%60%40%20%10% 100%
Account manager
PTA
TSP
TSS
SSP
ATS ATS
Account manager
CTS
EPGSM
S&P
How we Work with Partners in SMS&P Our Partner Field Roles drive relationships, practices and sales with Solution Partners…
1
Partner Account Manager Partner Technology Advisor
…Leveraging a broad set of programs and investments to accelerate results…2
…Supported by the scale systems of Microsoft globally3
Partner Learning Center
Partner Marketing Center
Partner Portal Sales Resources
MSSP, programmes and incentivesSales Process Overview
Prospect / Qualify (20%) Develop (40%)
To-
Part
ner
Incen
tives
Th
rou
gh
-Part
ner
To-C
usto
mer
Tools
Validate opportunity & identify sponsor
Develop customer requirements Present solution Demonstrate capability to exceed requirements
Negotiate & finalize contract Finalize deployment, execute, & support
PCIMicrosoft Cloud Value
Proposition and Customer Journey
Cloud Assessment ToolNeeds Discovery
Fast Track ProgramTechnical Case PresentationWhy Microsoft’s Private Cloud
solution is best
Project Business Case ToolReturn on Investment in
Microsoft Cloud
Decision Framing Presentation
Project Selection
Deployment Guides
MPCA POC
MPCA BIF
SIP PVDPS
Share Jumpstart
Bid Architect for GSIs & NSIs
Mega Win Program
ECI LAR BountyPrograms to
support solution wins and
deployment
Solution (60%) Prove Value (80%) Close (100%) Deploy (120%)
To- Partner Value
Proposition
SI/S-LAR HosterBusiness
Opportunities for Partners with
Microsoft Private Cloud
License Cost Presentation
Service Provider Lighthouse Program
PSX
Objective • In This session we will take an
unplugged look at how the Microsoft technology and solutions, across the entire platform, can deliver highly profitable practices and services.
• The aim is to give you an inside look at how the strategies are planned and executed within Microsoft and what investments/support we are making to help develop your practice/service and increase revenue.
Agenda• The Microsoft Platform (What we sell)
– Infrastructure Optimisation (IO)– Core IO, BRIO, APIO and Cloud
• How we sell– Segments, roles and acronyms– MSSP– Roles
• The Partner programs to support selling– SIP– PSX– PCI– CIE– MPCA
Twinkle, twinkle, little star
How I wonder what you are
Up above, the sky so bright
Like a diamond in the night
Twinkle, twinkle, little star
How I wonder what you are
Scintillate, scintillate globule aurific
Fair wonder I fathom thy nature specific
Loftily poised in the ether capacious
Strongly resembling a gem carbonaceous
Scintillate, scintillate globule aurific
Fair wonder I fathom thy nature specific
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