Modern Programs Modern Marketing Nicole Robinson Go To Market Lead The Go-To-Market team Drive the One Commercial Partner Go- To-Market motion across Solution Areas and Partner Programs
Mark Katy Burgess Vlad Daljac Brooke Galloway Belinda Stevens Amanda Le Alexander PMA PMA PMA PMA- Partner PMA- Partner PMA “BIZ APPS” “APPS & INFRA” “MODERN WORKPLACE” “Intelligent Cloud” “Modern Workplace / Biz Apps” “DATA & AI”
Partner Marketing Advisors (PMAs) for Partner Solutions & Priority Partners
Paul O’Doherty Marnie Carrie-Ann Leif Pedersen Kristina Jamieson- PCMM Fulmer Jefferies PCMM Penn PCMM “ENABLEMENT” PCMM “INVESTMENTS & PCMM INCENTIVES” “ENABLEMENT OPS” “RECRUIT/DIGITAL “COMMUNICATIONS”
Partner Channel Marketing Managers (PCMMs) for Partner Programs
Marketing Brooke Todd Maddix Linnae Clarke Vendor Support “MSD Partner Manager” “Partner EVENTS Manager” Topics for today
Keeping Things I Digital First Connected Love
Assist Partners with Go-to-Market strategy and support available through digital and tele-assisted engines The partner experience starts at partner.microsoft.com
Microsoft Partner Website Partner Center
Value and opportunity Transaction and profile
• Microsoft Partner Network membership • Access to go-to-market, technical enablement, • Australian Partner Hub & Partner Community and practice development resources • Solutions Workspace • Access product licenses • Cloud Enablement Desk • Enroll in an incentives program • MPN and Tech Support • CSP • GTM and Enablement services • Renew your existing competency
https://docs.microsoft.com/en-au/partner-center/ https://partner.microsoft.com https://partner.microsoft.com/en-us/dashboard/home DIGITAL-FIRST.
Which resources and programs are right for you? Digital and Tele resources for partners to leverage
S I G N U P BUILD A PRACTICE ACCELERATE SALES
Solution workspace
Cloud Enablement Desk (CED)
Go to Market (GTM) Services Desk
Resources to promote your business
MPN SUPPORT, MPN BENEFITS, TECH SUPPORT 1. Solution Workspace
Online Assisted Engagement The Solutions Workspace provides a structure for you to follow while you develop your solution. All at your own pace. How to get started with the Solution Workspace
Partner Website
https://partner.microsoft.com/en-au/solutions/my-solutions 2. Cloud Enablement Desk (CED)
Tele Assisted Engagement CLOUD ENABLEMENT DESK SERVICE DETAILS
Partner Center Lead Share Activation Competencies and MAPS Uptake • Assist partner setup of Business Profile • Help partner identify best fit competency/offer • Ensure referral criteria is adjusted correctly to for their business send relevant leads • Walk through competency/offer requirements • Regular check-ins with partner to ensure leads are and benefits, incl YoY changes and related being actioned against and profile adjustments impact made as needed • Guide partner through competency attainment ✓ Graduation Criteria: Business profile set up and process, incl purchasing and membership partner is receiving leads management in Partner Center ✓ Graduation Criteria: Partner has purchased appropriate Competency/Offer for their business
Solution Onboarding to Marketplaces Benefits Utilization • Explain marketplace opportunity and different • Explain all benefits available to partner based on listing types program tier and marketplace/co-sell status. • Guide partner through solution listing process Solution Onboarding to Co-Sell • Warm handoff to PTC team for pre-sales • Escalation point of contact for onboarding issues • Set up OCP CRM profile support, architecture review, and deployment assistance • Warm handoff with PTC for technical review or • Guide through program requirements and tiers architecture support (Co-Sell vs IP Co-Sell) • Warm handoff to GTM Services team for relevant services ✓ Graduation Criteria: Solution posted on • Guide partner through solution listing process marketplace and discoverable by customers ✓ Graduation Criteria: Partner is aware of available • Process exceptions and liaison with co-sell desk benefits and utilizing relevant services to grow ✓ Graduation Criteria: Solution posted on internal co-sell their business tool and discoverable by sellers EVALUATING STRATEGIES TO REACH MORE CUSTOMERS
A PARTNER NEEDS HELP: The CED can offer services, including: Understanding how to optimise the tools, programs and processes available to promote • Solution onboarding to marketplace their solutions to potential customers • Guidance on available benefits and services Identifying the right marketplace to publish their • Partner Center set-up for referrals lead solution, and how to begin that process share activation • Regular check ins on referral status to ensure leads are being actioned on Identifying key ways to fill their pipeline and grow their business Requiring technical expertise to skill-up, drive pre-sale consultations and streamline deployments
A PARTNER NEEDS HELP: The CED can offer services, including: Skilling up their workforce with customizable technical learning plans • Unlimited one-on-one access to 300-400 level technical resources*
• Development of customized technical learning plan Leveraging technical expertise to enable the pre-sales process • Architectural review and solution building guidance
• Pre-sales consultations
Understanding how to take advantage of • Proof-of-concept and deployment technical resources to accelerate deployments assistance
* To meet one-on-one with technical experts, partners must at least have an Action Pack Subscription How to get started with the Cloud Enablement Desk
Website or Solution Workspace Will surface to qualified partners within partner website
Self nomination You can self nominate at aka.ms/CEDnominate 3. Go-to-Market Services
Online and Tele Assisted Engagement Unlock benefits as you grow your Microsoft partnership Activate Go-To-Market Services through your program benefits today, at no additional cost to you
Generate new leads and accelerate Personalised consultation to pipeline through co-marketing and Optimize your marketing capabilities strengthen your partner listing and co-selling opportunities. through self-serve marketing Go-To-Market materials to best attract customers and engage education and campaign content. Microsoft sellers.
Free and Paid GTM Services available FY20 Go-to-Market Services | Included in program benefits
Silver competency / ISV co-sell Gold competency / ISV IP co- GTM Services Network member ready sell ready
Digital Marketing Content OnDemand ⚫ ⚫ ⚫
Smart Partner Marketing ⚫ ⚫ ⚫
Sales Enablement Platform ⚫ ⚫ ⚫
Partner Marketing Center ⚫ ⚫ ⚫
Geo Expansion Readiness Assessment ⚫ ⚫ ⚫
Partner-to-Partner Readiness Assessment ⚫ ⚫ ⚫
Azure Marketplace + Appsource GTM Benefits ⚫ ⚫ ⚫
Business Profile Optimization and Referral Management ⚫ ⚫
How to Market with Microsoft ⚫ ⚫
Partner-to-Partner Marketing Assets ⚫ ⚫
Partner Collaboration Platform ⚫ ⚫
Co-Branded Marketing Assets ⚫
Co-Branded Social Marketing Assets ⚫
Partner-to-Partner Marketing Assets ⚫
Partner Success Story ⚫
Press Release with Microsoft Executive Quote ⚫ Incremental GTM Services for purchase
Advisory Services Planning and Development
- Thought-leadership bundle - Creating cloud offers & value proposition workshop - Digital e-book - Video accessibility or website - Sales and marketing campaign workshop - Co-branded marketing assets caption service - Mini commercial
Sales and Partner Enablement Drive demand and leads - 12-month digital campaign - Lead generation campaign - Partner-to-Partner sales - Sales journey assessment - LinkedIn account-based media assets (campaign-in-a-box) enablement virtual workshop - Social selling coaching program package - Lead generation campaign (fully - Sales enablement materials - Sales enablement platform - SmartProfile Tele Lead Gen managed)
Customer Success Market Expansion
- Global expansion enablement - Partner-to-Partner 90 min workshop consultation - Video case study - Partner-to-Partner co-branded - Partner-to-Partner readiness marketing materials workshop How to get started with GTM Services
Partner Website Find all the services available at the partner website https://partner.microsoft.com/en-au/membership/go-to-market
Partner Center Access your benefits through partner center https://partner.Microsoft.com/en-au-dashboard/home
Email the GTM Desk [email protected] 4. Resources to promote your business
Self-serve online Resources to promote your business
Smart Partner Customisable Qorus Web content Marketing campaigns Content Hub syndication Best practices and Customer-ready marketing Easily navigate marketing Keep your website marketing readiness and sales assets and sales assets up-to-date
partner.microsoft.com/reach-customers/promote-your-business Visibility for your business and your solution
Create your business profile so the right List your app or service in AppSource customers can find you or Azure Marketplace
partner.microsoft.com/reach-customers/connect-with-customers partner.microsoft.com/isv-resource-hub/publish-your-app 5. Partner Support
Flexible options available online, tele-assisted, self-serve Flexible options for getting support
Top partner questions library Live chat support Use your program benefits
The most frequently asked questions about a Start a chat with a partner support agent Partners with a competency or subscription wide variety of topics, answered from most pages on partner.microsoft.com may have advisory hours and other technical or the main Support page services benefits
Support through communities
Get product-related support through the Microsoft TechNet community Social.technet.microsoft.com/Forums/home
Get program support, membership support, and questions about partnering with Microsoft in the Microsoft Partner Community – under Community Help, select the Support Forum www.microsoftpartnercommunity.com
partner.microsoft.com/support All partner support starts at partner.microsoft.com/support
Smart selector search
• Microsoft Partner Network • Partner Center Dashboard & programs Self service support • CSP Program & support
• Incentives Top Partner Questions • Technical support • Technical Pre-sales & Deployment • Licensing • Co-sell • Referrals • And more….
Partner Center help Or directly to – https://docs.microsoft.c om/en-us/partner- center/ For Partner Center ‘how-to’ and knowledge library How to get started with Support
Partner Website
https://partner.microsoft.com/support Keeping connected.
Staying in touch and up-to-date with us Staying connected is easy
Australian Partner Australia Partner Subscribe to our Follow us on Hub Zone Newsletter & webinars Social
partner.microsoft.com/en-au/community/australia-partner-hub Get Traction Enabling our partner ecosystem to develop and execute their business vision with focus and energy for profitable return. Get Traction with Microsoft Practice Build Program
Partner Elevate Workshop Vision & Focus Building Microsoft Practice Build
he EOS Model™ and tools
30 How to Get Traction?
Sydney Melbourne Adelaide Perth Brisbane
Australian Partner Zone The importance of Vision , owning it and sharing it!
31 Technical Journey
Build technical capabilities faster through technical journeys Easy to modify 4 column table
Receive technical guidance from a Microsoft Partner Technical Consultant through a recommended path Modern Business Apps & of interactive technical webinars and personalized Data & AI consultations with virtual white-boarding, Workplace Applications Infrastructure architecture reviews and shadowing of real-world scenarios aligned to solution areas.
Technical Technical Dev Chat webinars consultations Optimize Get your started • Interactive discussion • Personalized one-to-one • Live chat with a technical expert practice • Ask clarifying questions technical guidance • Get tips as you plan, build and • Screen-sharing deploy apps • For Microsoft Azure, Microsoft Office 365 and select Microsoft Grow your Dynamics 365 apps practice Cloud Infrastructure & Management technical journey Example of a technical journey 6X more revenue from partners actively using services in the technical journeys
Microsoft Azure revenue (FY18 Q1-Q3) *Requires use of MPN technical presales & deployment benefits Increase sales Accelerate app development Deploy more effectively
Expand your technical proficiency to Speed up design and development of Launch applications with technical learn about overcoming customer your applications via remote engagements that are specially objections and delivering solutions that engagements with our partner designed for individual partner boost numbers. technical consultants. solutions.
• Proof-of-concept (PoC) guidance • Setup for development (service configuration • Business value proposition and deployment) • Design and implementation guidance • Competitive assistance • Architecture and design consult on solutions • Test environment review • Feature overview and comparison guidance • Migration from on-premises service • Solution integration assistance • Request for proposal (RFP) questions • Publishing to marketplaces • Migration and deployment planning • Technical licensing recommendations • Sample code review and light proof-of-concept • Scenario guidance and solution architecture • Publishing custom applications and add-ins • Get Current internal deployment services • Partner Center API
We offer a range of engagements throughout your technical journey that focus on real-world scenarios to help grow your business. Technical webinars Technical consultations Dev Chat
Remote, interactive webinars allow you to Personalized one-to-one technical consultations for presales, development and Live chat with a Microsoft ask clarifying questions as you learn deployment scenario guidance with screen-sharing technical expert
Unlimited technical presales assistance Gold Unlimited Unlimited 50 partner advisory hours for deployment scenarios
Unlimited technical presales assistance Silver Unlimited Unlimited 20 partner advisory hours for deployment scenarios
Action Pack Unlimited 5 partner advisory hours for presales/deployment scenarios Unlimited
Network Unlimited Not available Unlimited
Get the 1. Learn how to qualify for Partner Network technical presales & deployment benefits 2. Review supported products and scenarios details 3. Learn more about how to use technical presales and deployment services Modern Workplace Business Applications Apps & Infrastructure Data & AI
Learn more at aka.ms/technicaljourney Enablement Update
“Learning is not attained by chance, it must be sought for with ardor and attended to with diligence.” ―Abigail Adams Learn more at aka.ms/learn *exam in beta **exam in beta Dec 2019
Role-based Specialty Modern Technical skills Apps & Infra Data & AI Business Applications required to Workplace Deep technical skills perform a job managing industry solutions
Microsoft 365 Enterprise Azure for SAP Azure Solutions Architect Power Apps + Dynamics 365 Solution Architect** Administrator Workloads*
Azure DevOps Engineer Dynamics 365: Finance and Operations Apps Solution Architect** Expert
Microsoft 365 Modern Dynamics 365 Sales Dynamics 365 Customer Azure Administrator Azure Data Scientist Associate Desktop Administrator Functional Consultant Service Functional Consultant
Azure Developer Azure AI Engineer Microsoft 365 Teamwork Dynamics 365 Marketing Dynamics 365 Field Service Administrator Functional Consultant Functional Consultant Azure Security Azure Data Engineer Microsoft 365 Messaging Engineer Dynamics 365 Finance Functional Consultant Administrator Dynamics 365 Supply Chain Management, Manufacturing Microsoft 365 Security Functional Consultant Administrator Dynamics 365 Supply Chain Management Functional Consultant Microsoft 365 Teams Administrator* Power Apps + Dynamics 365 Developer* Microsoft 365 Developer* Dynamics 365: Finance and Operations Apps Developer*
Fundamentals Microsoft 365 Power Platform Azure Fundamentals Dynamics 365 Fundamentals Fundamentals Fundamentals* Foundational understanding of technology
For more information: https://www.microsoft.com/en-us/learning/default.aspx Technical Development Practice In-Person Online Development online free rolethrough Microsoft Corporate Events Learn Microsoft technologies executedWW events such as Leverage business planning Profitability Profitability and Business Corporate designed and financial modelingand aka.ms/ https://microsoft.com profitabilityresources Ignite Microsoft Learn Ignite Build.and Development Development learning paths | buildapractice Build /learn | Inspire - based environmentand advance your productsand services in alive Participate inin foundational lecturehands contentand on Microsoft Corp Field events Practicewiththe latest cloud person trainingthat includes Understand howto build or Microsoft Hands Microsoft IgniteMicrosoft | The tour aka.ms/ accelerate your practice:accelerate your Practice Practice Development https://microsoft.com cloud skillscloud free. for /handsonlabs Playbooks practiceplaybooks labs - On On Labs - Sharpen technicalskills withfee soon Partner at Training Center Take the digitalto better tour https://partner.microsoft.com Available at at Available On24 site. Coming https://partner.microsoft.com Microsoft OfficialCourse On Choose traditionalclassroom training thesetting or one of Demand Demand (MOC On based certificationtraining. Microsoft Official Course /learning/course /training/training OCP OCP Virtual Instructor Guided experiences https://microsoft.com know eachknow solution: Lead Lead Training (VILT) /solutions - - list.aspx - Demand) center - - Understand the unprecedented Digital Digital Transformation series http://events.microsoft.com happeningcityown in your Check the news and events certifications through free certificationsthrough LinkedIn Learning Structured On Pluralsight courses at 3 Microsoft Local Events aka.ms/ digital transformation and fee and Build job skills and opportunity or country Courses - dtopportunity based online | rd MOOCs edX party sitesparty - Demand Demand | MS PP MS that includeslecturecontent and Technical Partner Consultation the relevant area and practiceits Engage Engage in 1:1 guidanceto view Partner Partner Architect Boot Camp architecturein impact.Use these resourcesto https://partner.microsoft.com How Engage at Technical to Smart Smart Partner Marketing attract and retain attractand the right /smart Maximize marketing your Participate in solution technicaljourney Journeys Journeys page hands on labs - partner customers. - person training - marketing Keeping Up to Date with Local Enablement Australian Partner Australia Partner Australia Partner Hub Zone Readiness https://www.microsoftpartnercommunity.com/t5/Australia-Partner-Readiness/bd-p/Australia_Partner_Readiness THANK YOU
Email: [email protected] Linked In: http://au.linkedin.com/in/saraharnold1