APC 2012 TRACKS AND SESSIONS AGENDAdownload.microsoft.com/documents/australia/apc/Agenda_11... · 2012. 11. 7. · SELLING BUSINESS VALUE CREATING CUSTOMER LOYALTY PRESENTATION KILLS

13.45 - 14.30

Session 1PARTNER INCENTIVES – ON PREMISE, HOSTED

& IN THE CLOUD

Session 2TOP APPS–A NEW ERA OF PARTNER OPPORTUNITIES

Session 3SELLING THE

MICROSOFT PLATFORMSELLING BUSINESS

VALUE

CREATING CUSTOMERLOYALTY

PRESENTATIONSKILLS

GENERATE OPPS WITH A VP

Session 4 Session 5

14.45 - 15.30

Session 1

SOCIAL MEDIA BEST PRACTICES

Session 2 Session 3

ATTRACT, MANAGE AND RETAIN TALENT

Session 4

MARKETING ROI

Session 5

15.45 - 17.00 Closing Presentation with Guest Speaker Plaza Auditorium

19.00 - 23.00 Closing Party External Venue

THURSDAY 6 SEPTEMBER 2012AA

08.00 - 17.00 Registration and Information Desk Opk en Plaza Level

08.30 - 09.00 Breakfast and Networking Plaza Ballroom / Exp/ o Area

09.15 - 10.00Session 1

INFRASTRUCTURE & P& LATAA FORMS– WORKLOAD SESSION

Session 2 Session 3

SERVRR ICES & DEVICES– WORKLOAD SESSION

10.15 - 11.00Session 1 Session 2

BUSINESS APPLICATAA IONS– PRODUCT SESSION

Session 3

SERVRR ICES & DEVICES– PRODUCT SESSION

11.00 - 11.45 Morning TeTT a and Networking Plaza Ballroom/Expo Area

11.45 - 12.30Session 1

INFRASTRUCTURE & P& LATAA FORMS– H– OW TOTT COMPETE

Session 2 Session 3

SERVRR ICES & DEVICES– HOW TOTT COMPETE

12.30 - 13.45 Lunch and Networking Plaza Ballroom / Exp/ o Area

TUESDAY 4 SEPTEMBER 2012

WEDNESDAY 5 SEPTEMBER 2012

10.00 - 14.30 Pre-Opening Self Registration Ground Floor, Grey Street

14.30 - 20.00 Registration and Information Desk Open Plaza Level

14.30 - 15.30 APC Opens Plaza Level

16.00 - 17.45 Opening Keynote and MAPA Plaza Ballroom

17.45 - 19.00 Welcome / Expo Drinks Expo Area / Plaza Level

19.00 - 22.30 Networking Dinner Plaza Ballroom


08.30 - 09.00 Breakfast and Networking Plaza Ballroom / Expo Area

09.15 - 10.00Session 1

INFRASTRUCTURE & PLATFORMS – VISION KEYNOTE

Session 2BUSINESS APPLICATIONS

– VISION KEYNOTE

INFRASTRUCTURE & PLATFORMS – VALUE SESSION

BUSINESS APPLICATIONS– VALUE SESSION

Session 3SERVICES & DEVICES – VISION KEYNOTE

10.15 - 11.00Session 1 Session 2 Session 3

SERVICES & DEVICES – VALUE SESSION

11.00 - 11.45 Morning Tea and Networking Plaza Ballroom / Expo Area

11.45 - 12.30Session 1

INFRASTRUCTURE & PLATFORMS – HOW TO MONETISE SE

BUSINESS APPLICATIONS– HOW TO MONETISE SESSION SSION

Session 2 Session 3SERVICES & DEVICES

– HOW TO MONETISE SESSION

12.30 - 13.45 Lunch and Networking Plaza Ballroom / Expo Area

13.45 - 14.30

Session 1

CLOUD ON YOUR TERMS

Session 2

THE MIND OF A MID MARKET CUSTOMER

Session 3

EDUCATION–A THREE BILLION BUSINESS

OPPORTUNITY

Session 4

REAL IMPACT FOR BETTER

GOVERNMENT

Session 5

DRIVING REVENUE IN THE RESOURCES

INDUSTRY

14.45 - 15.30

Session 1

HARNESSING THE SMB OPPORTUNITY

Session 2

GROWING IN THE MID MARKET

Session 3

RETAIL – ENABLING BUSINESS INSIGHTS

Session 4

PUBLIC SECTOR DECISION MAKING

REVEALED

Session 5

INNOVATIVE SOLUTIONS IN FINANCIAL SERVICES

15.30 - 16.00 Afternoon Tea and Networking Plaza Ballroom / Expo Area

16.00 - 16.45Session 1

DYNAMICS

Session 2

ISV

Session 3

SERVICE PROVIDERS

Session 4

SYSTEM INTEGRATORS

Session 5

SMALL BUSINESS

AGENDA KEY TECHNOLOGY INDUSTRY PARTNER SKILLS

*Agenda may be subject to change

BUSINESS APPLICATIONS – WORKLOAD SESSION

INFRASTRUCTURE & PLATFORMS

– PRODUCT SESSION

BUSINESS APPLICATIONS – HOW TO COMPETE

13.45 - 14.30


& IN THE CLOUD




VALUE


PRESENTATIONSKILLS


Session 4 Session 5

14.45 - 15.30

Session 1


Session 2 Session 3


Session 4

MARKETING ROI

Session 5






09.15 - 10.00Session 1


Session 2 Session 3




Session 3



11.45 - 12.30Session 1


Session 2 Session 3













09.15 - 10.00Session 1



– VISION KEYNOTE







11.45 - 12.30Session 1






13.45 - 14.30

Session 1

CLOUD ON YOUR TERMS

Session 2


Session 3


OPPORTUNITY

Session 4


GOVERNMENT

Session 5


INDUSTRY

14.45 - 15.30

Session 1


Session 2


Session 3


Session 4


REVEALED

Session 5



16.00 - 16.45Session 1

DYNAMICS

Session 2

ISV

Session 3

SERVICE PROVIDERS

Session 4

SYSTEM INTEGRATORS

Session 5

SMALL BUSINESS





– PRODUCT SESSION


13.45 - 14.30


& IN THE CLOUD




VALUE


PRESENTATIONSKILLS


Session 4 Session 5

14.45 - 15.30

Session 1


Session 2 Session 3


Session 4

MARKETING ROI

Session 5






09.15 - 10.00Session 1


Session 2 Session 3




Session 3



11.45 - 12.30Session 1


Session 2 Session 3













09.15 - 10.00Session 1



– VISION KEYNOTE







11.45 - 12.30Session 1






13.45 - 14.30

Session 1

CLOUD ON YOUR TERMS

Session 2


Session 3


OPPORTUNITY

Session 4


GOVERNMENT

Session 5


INDUSTRY

14.45 - 15.30

Session 1


Session 2


Session 3


Session 4


REVEALED

Session 5



16.00 - 16.45Session 1

DYNAMICS

Session 2

ISV

Session 3

SERVICE PROVIDERS

Session 4

SYSTEM INTEGRATORS

Session 5

SMALL BUSINESS





– PRODUCT SESSION


APC 2012 TRACKS AND SESSIONS AGENDA*

13.45 - 14.30


& IN THE CLOUD




VALUE


PRESENTATIONSKILLS


Session 4 Session 5

14.45 - 15.30

Session 1


Session 2 Session 3


Session 4

MARKETING ROI

Session 5






09.15 - 10.00Session 1


Session 2 Session 3




Session 3



11.45 - 12.30Session 1


Session 2 Session 3













09.15 - 10.00Session 1



– VISION KEYNOTE







11.45 - 12.30Session 1






13.45 - 14.30

Session 1

CLOUD ON YOUR TERMS

Session 2


Session 3


OPPORTUNITY

Session 4


GOVERNMENT

Session 5


INDUSTRY

14.45 - 15.30

Session 1


Session 2


Session 3


Session 4


REVEALED

Session 5



16.00 - 16.45Session 1

DYNAMICS

Session 2

ISV

Session 3

SERVICE PROVIDERS

Session 4

SYSTEM INTEGRATORS

Session 5

SMALL BUSINESS





– PRODUCT SESSION


AGENDA

KEY

TECHNOLOGY

INDUSTRY

PARTNER

SOFT SKILLS



THURSDAY 6 SEPTEMBER 2012

1

APC 2012 AGENDA

Technology Track

In the Technology Track, we’ll show you the latest in our pipeline of product innovation and share the Microsoft roadmap for the year ahead.

We have 3 Technology Tracks:

• Business Applications • Infrastructure & Platforms • Services & Devices

Business Applications

These days, Microsoft breaks the traditional business application mould. We connect people to their work, uncovering insights that enable better decisions, and guiding processes that optimise results. Attend this Microsoft Track to be among the first in Australia to see how the next generation of Microsoft Office, SharePoint Online, Exchange Online, Lync Online, Dynamics CRM and Yammer are enabling business applications in today’s market.

Technologies and Solutions Products

Allows all users to collaborate effectively

Enables a turnkey, solution that runs in the cloud across multiple devices

Security, accessibility, reliability and ease of use and much more

Most comprehensive Business Management Solution

Infrastructure & PlatformsThe next 12 months will see an amazing amount of innovation hit the market: reinventing the data centre as a hybrid cloud; putting business intelligence at the fingertips of every user; changing the value dynamics of mission critical workloads; and new tools and platforms for modern applications. The Infrastructure & Platforms Track will outline the vision for these changes and how we can capture joint opportunities.

Services & Devices

How people do their work has changed dramatically during the last decade. Today’s users have access to the latest technology at every turn and are increasingly technically savvy. Device proliferation, capabilities of modern devices, and the explosion of social media technologies constantly push user expectations of technology to new limits. In the Services & Devices Track, you’ll discover how Microsoft is answering these expectations across the Windows platform.


The Hybrid Cloud – IaaS across Private, Hosted and Public Cloud

The explosion of big data and the opportunity to democratise BI

Mission Critical workloads on the value leading application platform

The open development platform for the cloud


No-compromise business tablets and devices

New possibilities in mobile productivity

Enhanced end-to-end security

Virtualization enhancements

Technology Track

92

In the Industry Track, we’ll outline the key trends and unique opportunities across

different industries. You’ll hear directly from customers on their business challenges

and how Microsoft and Partners can jointly go-to-market with specific solutions to

address these needs.

In the Partner Track, you’ll learn about the programs and go-to-market strategies

specific to your area of expertise. We’ll outline the programs, campaigns and sales

motions Microsoft will execute with specific Partner types, and you’ll also hear from

senior Microsoft Sales Leads on how to succeed together in FY13 – and beyond.

In the Soft Skills Track, you can build your skills across disciplines such as HR,

marketing, sales, and other cornerstones for business growth and profitability.

Learn best practices from experts, and hear from leading Partners who have

successfully led their teams into the future.

Industry Track

Partner Track

Soft Skills Track

3

APC 2012 SESSIONS

Wednesday 5 September

Tuesday 4 September

Business Applications The Connected Workplace - The Future is NOW

Microsoft is breaking the traditional business application mould. It connects people to their work, surfacing insights that enable better decisions, and guides processes that optimise results. In this session, be the first in Australia to see how the next generation of Office, SharePoint, Exchange, Lync, Dynamics CRM and Yammer are enabling business applications in today’s market.

Infrastructure & Platforms The New Era of Hybrid IT

Join the Microsoft Server & Tools Business (STB) team as they share an exclusive view of the latest technologies launching this year to help partners win big. With record customer interest in our data centre, database, and cloud offerings, there’s no question we all need to be ready to seize this opportunity. See these key technologies come to life and don’t miss your chance to get insights into how we can win together in FY13 and beyond!

Services & Devices It’s a new Platform of Possibilities

How people do their work has changed dramatically during the last decade. Discover how Microsoft is answering new user expectations across the Windows platform, hear how applications and devices on the Windows 8 platform create new possibilities for connected devices and continuous cloud services, and get a glimpse of some shiny, new devices.

The Vision Keynote is where it all begins. Get an insider’s view on Microsoft’s roadmap and vision for the year ahead from Microsoft Leads. We’ll address the question of ‘Why is Microsoft in this business?’ and show off some sneak-peeks into soon-to-be released products.

9:15 - 10:00

16:00 – 17:45

Technology Track – Vision Keynote

Opening Keynote and MAPA

Take your seat at the Keynote and get set for the BIGGEST partner event of the year. Perspective, viewpoints, outlook – our Keynote speakers have it all. This is a time of gathering together to hear about what the landscape of the future will look like; it’s when thoughts & ideas roam

freely and when inspiration sparks. Congratulate the 2012 Microsoft Australian Partner Awards (MAPA) winners, lay the foundation for BIG partnerships, and get ready to embrace the future of opportunity; a new era, together.

4

APC 2012 SESSIONS


Business Applications Connected Workplace – Real World, Real Customers

Are you wondering how partners are making the connected workplace real for customers? Come to this session to hear from our customers as they share their experiences, and learn how their partners supported them along their journey – and how you can do the same for your customers.

Infrastructure & Platforms Dealing with the Data Deluge – Understanding the Application Platform Opportunity

This session highlights the importance and challenges of big data for organisations, and the emerging opportunity for partners. Join our Application Platform Marketing and Sales Leads as we share an exclusive view of campaigns and business plans in place this year to outperform the market. With SQL Server 2012, new licensing models, and our New World of Data vision to drive thought leadership, there has never been a better time to jointly engage with Microsoft.

Services & Devices Compelling Opportunities for Partners on the new Platform

This session demonstrates the opportunities available to partners with the impending end of service of Windows XP and the migration to Windows 7 and Windows 8. We will show how Windows 8 works with today’s hardware and toward ensuring the software and application compatibility investments customers are making today for Windows 7 will carry forward. Understand key investment areas and learn how to ready your product and sales teams for a successful launch and migration.

10:15 – 11:00 Technology Track – Value Sessions

The aim of the Value Sessions is to move you from ‘Why is Microsoft in this business?’ to ‘Why should I (as a Partner) be in this business?’ We’ll outline the monetisation opportunity and strategy for the specific Technology Track and highlight the local market opportunities in store for you.

5

APC 2012 SESSIONS


Business Applications Show Me the Money!

Business Applications represent the biggest opportunity for partners to make money with Microsoft. Get ready to have the ‘right’ business-value conversations around cloud, productivity, services, and platform. Attend this session to learn how specially designed resources and programs will help you capture new business opportunities while energising your existing customers with new and improved choices. If you’re a partner who wants to have more meaningful discussions with C-level business decision makers, then this is the session for you.

Infrastructure & Platforms The Changing Data centre – Understanding the Hybrid Cloud Opportunity

Our customers are seeking increasingly sophisticated Cloud solutions which marry the privacy and control of the private cloud – with the scale and efficiency of the public cloud. In this session, you will gain an overview of how the market is changing, hear how large Australian customers are experiencing this change, and how partners are monetising this opportunity.

Services & Devices Driving new Value through the Platform

The Windows 8 platform will give businesses the experiences that people love, and the enterprise-grade solutions that IT departments need. This provides partners with extraordinary monetisation opportunities. In this session we will cover everything from the Windows 8 value for enterprise and SMB customers, to the opportunity across devices, and new Windows apps and services. Learn how you can identify new monetisation opportunities and the licensing options available for enabling new scenarios.

11:45 – 12:30 Technology Track – How To Monetise Sessions

In the How To Monetise Sessions, we’ll address ‘How will we jointly make money in FY13?’ These sessions outline the programs, campaigns and sales motions locally that’ll be executed with Partners to deliver profit from technology and trends.

6

APC 2012 SESSIONS


Cloud On Your Terms

Microsoft SMB customers will present how they have approached the Cloud in their businesses. They’ll discuss their key considerations in developing their IT strategy and evaluating their options in terms of on-premise, public cloud, hosted solutions, and hybrid models. Find out what customers look for in a partner and glean other insights that will help you form closer relationships with present and future customers.

The Mind of a Mid-Market Customer

In this session, you will have the opportunity to engage with a typical mid-market customer. Gather insights on how customers in this segment are using Microsoft technology (such as ERP and Business Intelligence) in order to grow their business and deliver real-world benefits. Subject matter experts from the Microsoft Dynamics team will join us as we examine the customer’s decision to choose Microsoft over others – and the role of the partner in the whole process.

Education – $3b Business Opportunity

Every year, the education sector in Australia spends nearly $3 billion dollars on ICT – with less than half of that spent on hardware and the rest being spent on software and services. And despite all perceptions, the willingness to invest in partner solutions is very high – and can be very profitable. Hear from decision makers in the education sector about what their needs are, and how to pitch the business value of your solutions in an environment of tough public sector budgets.

Real Impact for Better Government – Partnering for Success in FY13

In this session, you’ll have the chance to hear from a decision maker in the State Government sector about their challenges and requirements, as well as how to pitch the business value of your solutions in an environment of tough public sector budgets. The Microsoft Government Industry team will provide insights into industry trends and technology growth areas, as well as provide resources to align your solutions such as the Connected Government Framework and Architecture.

Driving Revenue with Innovative Solutions in the Resources Industry

Learn more about Microsoft’s strategy and technologies that partners can use to help companies grow their business within the resource industry. This session will address how best to partner with Microsoft to help organisations innovate faster, cheaper and compete more effectively. Learn what issues are top of mind for a customer in the year ahead and what technology investments they are planning to address these.

13:45 – 14:30 Industry Track

7

APC 2012 SESSIONS

Wednesday 5 September 14:45 – 15:30 Industry Track

Harnessing the SMB Opportunity

Hear about the latest trends driving the technology and business decisions of SMB customers, including: cloud, mobility, connectivity, business applications, the shift towards employees bringing their own devices to work, and many more. This session will demonstrate the opportunities for partners with SMB customers, arming them with the information they need to become an IT strategic advisor to their customers.

Growing in the Mid-Market

In this session, you will have the opportunity to engage with a typical mid-market customer. Gather insights on how customers in this segment are using Microsoft technology (such as CRM) in order to provide superior customer service. We’ll answer questions like, ‘Why did this customer select Microsoft over others, and what was the role of the partner in this process?’ We’ll also be joined by subject matter experts from the Microsoft Dynamics team.

Retail – Enabling Business Insights

Retailers today are facing the ever-growing challenge of their data warehouses overflowing, due to: social networks, real time consumer behaviour, mobility, sensor networks , and other data generating sources. In this session, you will hear Microsoft‘s Retail team give specific examples of business opportunities in our key accounts across the country, and advice on how to reach key decision makers and influencers.

Public sector decision making revealed

NSW Health has embarked on an ambitious program to invest more than $1.5 billion on IT in the coming decade. What challenges are they facing? What technologies will be part of the solution? How will funding decisions be prioritised – and made? Hear the answers to these questions from Richard Goldman, director of strategy & architecture for eHealth NSW, plus the Microsoft health team will add their views on the opportunities in health in FY13 – a must for anyone with a business interest in government.

Driving Revenue with Innovative Solutions in Financial Services

Data explosion, regulatory pressure, increased risks, intense global competition, and highly empowered customers are changing the business landscape and creating new opportunities and risks for all players within financial services. Hear the latest challenges and trends that are driving technology and business decisions from the mouth of a customer, and what solutions Microsoft and its partners offer financial institutions to attract and retain customers, drive customer insight, manage enterprise risk, and support mission critical operations.

8

Grow your business with Dynamics Business Solutions

Join the Australian Dynamics Leadership Team to learn how to maximise your differentiation by going vertical with repeatable solutions, embracing an agile model, and achieving scale to grow your business. In this interactive session, you’ll also see how your peers have succeeded against competition in FY12 while successfully distinguishing themselves by adapting to the dynamic nature of the business.

Top Apps – The New Era of Partner Opportunities

The new world of apps represents a major opportunity for both enterprise and consumer software developers. The next era of innovation and commercialisation will be like no other, as the software industry gets reimagined with Top Apps for Windows 8, Azure, SQL2012, and Windows Phone 8. This session will outline the opportunities and programs on how you become the new Top App.

Service Providers – Your Journey to Cloud Profitability and Growth

This session focuses on two key benefits of Windows Server 2012 and System Center 2012 for hosting scenarios: new business opportunities and operational efficiency that can lower costs for new and existing hosting offers. The presentation will include product overviews, demos as well as presentations on how you can benefit by leveraging Microsoft’s investments in Windows Server 2012 and System Center 2012.

Accelerate Building and Delivering Solutions for System Integrators

Partners will gain an in-depth orientation on the Microsoft vision and strategy as well as how best to engage with Microsoft for greater success.

Many of the sessions at APC focus on the value of partnering with Microsoft to make more money. If you are a system integrator or solution partner you will want to attend this session to guide you on how to succinctly articulate the Microsoft value proposition to your customer prospects to generate opportunities and win more business.

Achieving success in SMB – Partner Panel

Hear from Microsoft partners who have built a successful business in the SMB customer segment. Learn how they are adapting their business models, resourcing and focus areas to fit new sales models, the cloud and services. You’ll also learn what the key factors are in leveraging your Microsoft partnership to build a profitable business in SMB and competing effectively in the market.

APC 2012 SESSIONS

Wednesday 5 September 16:00 – 16:45 Partner Track

9

APC 2012 SESSIONS

Thursday 6 September

Business Applications Microsoft Online Services – Deal or No Deal

Microsoft Online Services has grown dramatically. Partners have a critical role to play in the ongoing growth and success of the Microsoft Online business, and Microsoft is investing to help partners take advantage of the opportunity. You will learn about the growth opportunities available for partners to move customers to Microsoft Online Services, as well as to provide ongoing high-value services. Join us for this fun and engaging session.

Infrastructure & Platforms Unlocking the Application Platform Opportunity in FY13 – Executing Together

With massive opportunities around business intelligence and application platforms ahead, how will we jointly capture the customer opportunity? This session will cover the Application Platform solution road map – and the key tools, messaging and campaigns we’ll jointly execute in FY13 to achieve market success.

Services & Devices The New Era of Partner Opportunities with Windows 8

Windows 8 is Windows reimagined; it’s the modern platform for the next generation of hardware. We will cover everything from the Windows 8 value for enterprise and SMB customers, to the opportunity across devices, new Windows apps, and services. Hear how to use Windows 8 to drive hardware, software and services revenue, and bring offerings to market while expanding your business opportunities.

9:15 - 10:00 Technology Track – Workload Sessions

The Workload Session provides the technology roadmap, updates, and market opportunities on a Workload level.

10

APC 2012 SESSIONS


Business Applications The Future is NOW – Get in Shape in 90 Days

In this session, you’ll meet one of Microsoft’s most successful sales tools, the Customer Immersion Experience (CIE). CIE allows your customers to experience the power of Microsoft business applications through an innovative, hands-on experience featuring: Office, SharePoint, Lync, Exchange, CRM, Visio, Project, SQL, and Azure. The CIE will close deals faster and increase revenue per deal.

Infrastructure & Platforms Unlocking the Hybrid Cloud Opportunity in FY13 – Executing Together

In an increasingly hybrid IT world, how will we work together in FY13 to capture the opportunity around one of the industry’s biggest trends - the Hybrid Cloud? Attend this session to learn about the Hybrid Cloud partner opportunities spanning solutions, capabilities, and modernisation – via customer case studies and new products such as: Windows Server 2012, System Center 2012, and the Spring Release of Windows Azure.

Services & Devices From Windows XP to Windows 8 – Understanding Deployment Sales Opportunities in Enterprise

Learn how Windows 7, Windows 8, Windows Intune, and the Microsoft Desktop Optimisation Pack (MDOP) can help deliver the great experiences people want and the enterprise-grade solutions customers require. Discover how Windows 8 will open up new sales, solutions, services, and development opportunities for your business.

10:15 – 11:00 Technology Track – Product Sessions

The Product Session will provide the product roadmap, updates, and market opportunities on a solution & product level.

11

APC 2012 SESSIONS


Business Applications Compete Mythbusters – Learn How to Beat Google and Salesforce.com

In the world of cloud computing, there are different choices for a customer to use. How can you help your customers make the right decision? Learn about the business value proposition and technical advantages that Office 365 and CRM Online bring to cloud computing. Together we will navigate through some common challenges, customer scenarios and discover how to successfully compete against Google and Salesforce.com. Bring your questions – and insights – to this interactive session where the focus is on one thing and one thing only: how to WIN.

Infrastructure & Platforms Changing the Customer Conversation – Positioning for Joint Success

In a highly competitive landscape, how do we position for success? Customers certainly have no shortage of choice nowadays. This session will breakdown example customer scenarios (in areas such as: Business Intelligence, Mission Critical applications, and data centre transformation) into simple discussions which highlight why Microsoft and our partners are positioned to win against Oracle, VMware, Amazon, and others.

Services & Devices Succeeding on the new Platform

With 575 million PCs in the market running Windows 7 (and capable of running Windows 8), the Windows 8 platform represents a phenomenal opportunity for partners. Hear why the best path to Windows 8 is through Windows 7 and why it’s smart business to move your XP customers now. Learn about new devices, the Windows 8 ecosystem, and how Microsoft services deliver no-compromise solutions – providing partners with extraordinary monetisation opportunities.

11:45 – 12:30 Technology Track – How To Compete Sessions

Cap it all off with the How To Compete Sessions that’ll focus on local market campaigns and compete programs that’ll empower Microsoft and Partners to realise tremendous market opportunities.

12

APC 2012 SESSIONS


Partner Incentives – On premise, Hosted & In the Cloud

How do you make that fantastic services engagement even better? Join us to learn more about how you can earn incentives for selling Microsoft solutions to customers (Solution Incentives, or SIP), and how to earn incentives for selling and deploying Microsoft Online Services.

Secrets of a Successful SaaS Business

This session is for any partner who is looking to monetise a SaaS application. We will use real world examples from among the most successful ISVs to discuss how partners can take advantage of the monumental change that cloud computing has created. We hope you will leave this session able to make better decisions about why, when, and how your organisation should embrace cloud computing, so you can successfully bring your application to market.

Selling the Microsoft Platform with Microsoft Dynamics

This session is designed to assist partners in expanding their Microsoft Dynamics centric business into the Microsoft Platform arena (such as Exchange Server, SharePoint, and SQL Server). We’ll highlight the overall opportunity that partners have in this area, and provide a step-by-step guide on how to identify, emphasise and communicate the various types of value the platform provides.

Selling Business Value

Today’s business executives don’t respond to sales practices exclusively focused on selling technology ‘features and functions.’ What they care about is value, and how IT projects and systems can help them solve real business problems. In this session you will be introduced to the concept of selling business value – an approach that emphasises delivering sustainable business results.

Presentation Skills

If you need to brush up on your persuasive presentation skills, then this is the session for you. We’ll cover: tools to help plan individual and team presentations; how to give actionable and balanced feedback; organising information; delivery skills to make the most of communication “moments of truth”; effective ways to use visual aids; and techniques to increase audience retention and engagement.

13:45 – 14:30 Soft Skills Track

13

APC 2012 SESSIONS


Social Media Best Practices

Social media is having an increasing influence on business conversations. There is a huge opportunity for partners to use social media to create business leads through building reputation and merchandising, in terms of your business – and your professional brand. This session will focus on: How you can build your professional profile page, the use of groups and questions to build your thought leadership, the etiquette of endorsements, and how business pages can help to market your business.

Creating Customer Loyalty

Exceptional customer service results in greater customer retention, which in turn results in higher profitability. This session will cover the main concepts, tools and strategies you need to develop a customer loyalty program that will increase your revenues and make customers feel valued, satisfied and ensure that they keep coming back – time and time again.

Attract, Manage & Retain Talent

One way businesses are creating a competitive advantage is by hiring, investing, and retaining young and bright talent. But, how can organisations identify and attract top talent? How do you manage them? Motivate them? How do you identify potential? How do you improve the talent pipeline and process? And how do you retain those individuals to be future leaders for your organisation? Attend this session to find out all the answers you need.

No Fluff – Connecting Marketing Efforts to Sales Outcomes

In challenging economic times, how do you increase sales? How can you focus your marketing resources on the most efficient activities that will drive ripe business opportunities? How much should you invest in awareness vs. demand, and what about social media or mobile marketing? In this jammed-packed session, you will learn practical ways to target the right organisations for better return, how to take advantage of Microsoft marketing efforts to drive demand within your customer base, and much, much more.

Generate Opportunities with a Vertical Value Proposition

One of the most effective ways to differentiate yourself in the market today is to develop a vertical value proposition for your customers. In a vertical strategy you really need to understand your target and know how to cover their needs and how to communicate and interact with them. In this session, we’ll discuss the ins and outs of generating more prospects and setting your organisation apart from the competition.

14:45 – 15:30 Soft Skills Track

14

APC 2012 SESSIONS

Thursday 6 September 15:45 – 17:00 Closing Presentation

The Closing Presentation is not to be missed. It’s where APC 2012 ends, but in many ways, it’s where it all begins.

We are delighted to welcome guest speaker, social innovator, and author: Rachel Botsman, to APC 2012.

Rachel will join Pip Marlow, Managing Director of Microsoft Australia, on stage to speak on a ‘new era’ of technology super trends that will transform how we live, work and play in ways that will powerfully shape our future.

15

APC 2012 TRACKS AND SESSIONS AGENDAdownload.microsoft.com/documents/australia/apc/Agenda_11... · 2012. 11. 7. · SELLING BUSINESS VALUE CREATING CUSTOMER LOYALTY PRESENTATION KILLS

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