Jan 11, 2016
Microsoft OperationsDelivering the Next Great Experience
KATRINA WHITE / OPERATIONS ACCOUNT MANAGER
Agenda• WPC – A Message from Matt Rossmeissl, VP
Commercial Operations– Monitoring Your Performance as we support you– Reducing Your Operations Costs– Supporting Your Channel Incentive– Embracing Cloud Services
• Microsoft Operations FY11 Strategy & Commitments– Microsoft Operations Strategy at a Glance– FY11 APOC Priorities– Partner & Field Organisation & FY11 Commitments
• Strategy to Execution – Your Partnership with Microsoft Operations
WPC – Message from Matt Rossmeissl,VP Commercial Operations
– Monitoring your Performance as we support you– Reducing your Operations Costs– Supporting your Channel Incentive– Embracing Cloud Services– Connecting to Operations
Microsoft Operations FY11 Strategy & Commitments– Microsoft Operations Strategy at a Glance– APOC FY11 Priorities– Partner & Field Organisation & Commitments
Operational Excellence
Growth Engines
Field First
Compete Ready
People Potential
FY11 APOC Priorities
Scaling Cloud Services
APOC is All in
1) Champion Cloud Experiences
2) Build People & Org Capability
GrowChina
Drive Growth Engines
1) Localize Right2) OTU Execution3) Winning with
Partners in Breadth
4) Driving Annuity & Solutions in Depth
ROC Shared Services
Network support and managed
services
Move Upstream in the Sales Cycle
1) VLA extend to other T-36 activities
2) Promotion Council Admin
3) Optimize Rebates
APOC Compete
Competitive Differentiator
1) One-MS GTM Approach
2) Contribute to ATU Success
3) Build Compete Mindset @ APOC
People“Ready Now” Bench Strength to Meet Growth and Innovation
1) Develop and Grow Talent2) Acquire Talent through Internship Program3) Be Accountable for People Initiatives
Partner & Field Organisation &FY11 Commitments
FY11 P&F Commitments
1. Build resource models for teams,
processes and tools to ensure smooth/ timely
transition to new models, while meeting
NSAT.2. Define engagement model & comms plans for the new Channel
Redesign model
1. P&F global operational and
engagement models2. LMX - Be the voice
of the P &Field in release of partner-
facing tools and systems
3. Green P&F Scorecard4. Enable Select Plus
Ops Readiness to drive adoption
5. Privacy & Compliance
1. Converge Curriculum with MS Operations
Excellence Certificate Program (OAM
Discipline).2. Build ROAM
Community via Global ROAM Summit.
3. Drive Mentorship and Learning Circles.
4. Leadership Development
Launch and execute on the Growth Engines
Strategy- Scaling Cloud- Grow China
- Grow SMB Share
1. Support the Field First strategy through
providing ROC as a shared service:
2. Drive ROC value add through enhanced
services & solutions; shifting services from the field to the ROCs;
deliver results that matter to field sellers
and leaders
Compete Operational Excellence
Growth Engines
FieldFirst
People Potential
Strategy to ExecutionYour Partnership with Microsoft Operations• Monthly Engagement rhythm with Operations Account
Manager– Partner Operations Scorecard – valid agreements, order
accuracy, true up compliance, elearning certification, accounts receivable• Aligned to rebates – transition to Global Scorecard in H2
– FY11 – eAgreement Utilisation, Digital Adoption, OLS Activation
• Monthly Operations Live Meeting – training & awareness• Monthly Operations Breakfast Forum – listening circle,
collectively identify areas for improvement, build a community of operations experts, review operations Roadmap
• Annual Regional Operations Conference – Singapore Nov 2010
Strategy to ExecutionYour Partnership with Microsoft Operations• Field First – returning hours to the field
through ROC Shared Services– Volume Licensing Administrator– Support for Licensing Specialists & PAMs –
enabling them to sell versus administer/transact
– Query Management & Live Chat Support / Extended Support Hours for ANZ
• Partner Satisfaction is key performance metric for every operations employee– Annual Operations Survey (April) / Pulse
Survey (November)– MS Accelerate – focus on FY11 key drivers
from survey• Programs, Systems & Tools, Go-Digital, &
Query Management
Strategy to ExecutionYour Partnership with Microsoft Operations• Supporting Growth Engines– Scaling Cloud Services• Better reporting to manage &
operationalise this business• Cloud Champions within Operations• Understanding how we compete in
this space operationally – we need to hear you!!!
• People Potential – continued investment in Operations Account Managers via OAM Academy & OAM Certification
• Readiness
P&F Readiness Execution
eLearning….* FY11 Refresh: April, 2010* WW Certification Goal: 95% ( by March)* All LAR, Disti, ISV, SBC & SPLA partners* 1st employee in each company certified during this window period (July-Sept. 30) will get a webcam
Global Handbook….* ENGLISH VERSION PUBLISHED – ISV, EA, Select, Select Plus, GGWA, SPLA will be published to Explore.ms on the 1st October. Localized version will be published on the 22nd November.* ENGLISH VERSION PUBLISHED - CASA, Open, Open Value handbooks will be published to Explore.ms on the 26th November. Localized version will be published on the 15th February.
Partner Forum…* 10 Forums in total* 6 programs slots – 2 LAR, 2 Disti, * 2 Academic* 4 systems slots – 2 LAR, 2 Disti* 8 additional optional slots in the months August-November and February-May, to allow for both a LAR and a Disti slot to be in place for each of those 8 months
Communications…* Global Opscomm* Channel Partner Roadmap (Quarterly)* APOC CPE Bulletin (Quarterly)* Quarterly Executive Newsletter
P&F Readiness Execution
Supplemental Guide: CASA & Select Plus
Global Quality Desk: Opscomm & handbooks
Global Vendor
WW Best Practice
Regional Training Governance
Channel Incentives Redesign – CHIP Tool
Cloud Ready
Leave this room & remember…• Operations as a Trusted Advisor to your ops business
• Operational Excellence• Scaling Cloud Services – we are aligned!• Compete Ready• Partner & Field Focused–sales enablement & support–APOC as a Shared Service
• Connect to Operations – we are here to listen!
Microsoft OperationsDelivering the Next Great Experience