Conversation with Microsoft Adelaide.Pdf

Conversation with Microsoft

MICROSOFT ADELAIDE SEPTEMBER 10, 2019

Michelle Markham Territory Channel Manager Lead [email protected]

Sell With Team in Adelaide Partner Technology Team in Adelaide DON’T MISS THESE SESSIONS THIS WEEK

Wednesday Thursday 11 September 12 September Business Applications Breakfast Certification Exam Centre Time: 8:00am – 9:30am Time: 9:00am – 12:00pm

Presenters: Proctor: • Desmond Russell • Sarah Arnold

Data & AI Tech Session Time: 2:30pm – 5:30pm

Presenter: • Dean Corcoran

CONVERSATION WITH MICROSOFT Microsoft Update

• Overview of today and the week • OCP & Sell With Update • Program Updates Agenda

Time Session Presenter What’s New at Microsoft? Selling with Microsoft 10:00 – 12:00 Michelle Markham – Sell With Manager

12:00 – 12:30 Lunch and Networking Everyone

John Palamara – Cloud Solution Architect Microsoft Azure Conversation 12:30 – 13:45 Alistair Stratford – Territory Channel Manager

Brett Fraser - Territory Channel Manager Microsoft Modern Workplace Conversation 13:45 – 15:00 Harrison Mayo - - Territory Channel Manager

15:00 – 15:15 Afternoon Tea

Tim Shaw – Partner Technical Architect Microsoft Business Applications Conversation 15:15 – 16:30 Desmond Russell - Territory Channel Manager

Next Steps 16:30 – 16:45 • Self Service Resources to Support your Business Sarah Arnold - Territory Channel Manager • How can I engage with Microsoft?

16:45 – 17:45 Drinks and Networking Everyone

CONVERSATION WITH MICROSOFT Microsoft mission

Empower every person and every organisation on the planet to achieve more Skilling for Australia’s digital future

Commercial Partner organisation Microsoft AU Commercial Partner

Danica Swift Rachel Bondi Bianca Tedesco Change Lead GM, OCP AU Exec Admin

Michelle Claudia Macintosh Fiona Sims Brett Murray Hui Cheng Markham Kiet Le Nicole Robinson Michael Girdis Services Lead ISV Lead Surface Lead Sales Exc. Lead TCM Lead ECM Lead GTM Lead Tech Lead

Brad Clarke Jaron Cohen PDMM Partner Tech Mgr

Christian Longstaff Phil Barlow PCMM Partner Tech Mgr Microsoft AU Senior Leadership Team

Sarah Steven Worrall Chapman Managing Executive Director Business Admin

Michael Eric Swift Soraya Scott Jo Dooley Rachel Bondi TBH Mark Leigh Specialist Gration One Enterprise Enterprise Marketing & Public Sector Technology Customer Commercial Commercial Services Operations Sales Success Partner Claudia Macintosh Services Lead

Steven Miller Phil Goldie Education Small Medium Industry Leader and Corporate (SMC) Lead

Vaughan Tom Daemen Neil Gordon Knight Tiffany Wright Ingrid Jenkins Corp, External Chong Kim Consumer & Commercial Area Inside HR and Legal Finance Devices Sales Software Sales Affairs Engineering Navigating Microsoft Sales • 15 Strategic Accounts

• 484 Major Accounts Enterprise Operating Microsoft Unit (EOU) • 654 Corporate Customer Accounts Small, Medium & Segmentation • 700K+ SMBs Corporate (SMC)

Consumers Enterprise Channel Management (Sell With) Team

Enterprise Channel Lead Kiet Le ECM ATU Alignment ATU Lead [email protected] Ian Palangio FSI NSW Duncan Taylor FSI VIC ECM Public Sector ECM Education Andrew Cronin Retail and Commercial NSW Sonia Nazaretian Kim Yardley Jesse Cardy Retail and Commercial VIC [email protected] [email protected] Telco Media and Commercial Frank Fabbro Manufacturing and Commercial Katherine Le Count BRIS/MEL ECM Public Sector Federal ECM Retail and Commercial WA Commercial Cheryl Robertson To Be Hired Andrew Cronin [email protected] Yvette Preston Federal Government Colin Gniel

Jesse Cardy Education Steven Miller ECM FSI ECM Telco, Media, Manu Ian Palanagio Frank Fabbro Kim Yardley Government and Public Safety Keith Downs [email protected] [email protected] Lauren AhChu Health Brett Lightfoot

Health Lauren AhChu [email protected] • 654 customers • $XB TAM • Enterprises Corporate

• 6,193 customers • $1B TAM • Enterprises (Org Top Unmanaged What is Small, Size 300+) Medium & • 42,000 customers • $5.3B TAM • Org Size 25-300 Medium Business Corporate? employees

• 690K customers • $66B TAM • Org Size 1-24 employees Small Business Fast segment growth SMC has momentum High cloud adoption in Australia! Massive opportunity Fast segment growth 22% YOY

High cloud adoption 65% Cloud mix

Massive opportunity $8Bn+ Addressable market $60Bn+ Partner opportunity FY20 Territory Channel Manager Team

TCM Manager Michelle Markham [email protected]

SMC Corporate SMB Territory Channel Managers Partner Success Manager MODERN WP Azure D365 Denise Plessas Sydney Brett Fraser Sarah Arnold [email protected]

TOP TOP Sydney Sydney

[email protected] [email protected] UNMANGED

Harrison Mayo Desmond Russell Perth [email protected] Brisbane [email protected] Alistair Stratford Melbourne MEDIUM Sean Beaumont [email protected] Sydney [email protected] Three Distinct SMB Sub-Segments

SMB Sub-Segments Optimized Routes to Market

• 300+ employees or High compute Data

potential; Corporate look-alikes connected sales flows -

• In-house IT driven targeting and Top • 205K customers Unmanaged • $25B TAM

• 25-300 employees Medium Business • In-house or Partner-led IT • 6.4M customers • $324B TAM

• 1-24 employees Small Business • No IT • 72M customers • $66B TAM

Need support from Microsoft on your deals?

• Enter the deal in Partner Sales Connect • Email us at [email protected] • Azure deals > $5,000 p/m • O365/M365/D365 deals > 50 seats • Include the name of the customer, size of the deal, and what support you need • SLA: 24 hour response Why should I care about Co-Selling?

3 new partner-centric core priorities for all SMC-Corporate sellers

Share a minimum of 5 opportunities OR customer success engagements with Seller Participation Co-Sell Prioritized partner solutions attached via MSX D365 (outbound) monthly

Co-Sell Prioritized Maintain 60% of opportunities (measured at 40%+ sales stage) AND success engagements (measured at 2-Validate+) shared, via MSX D365, with partners with Partner Sharing Co-Sell Prioritized solutions attached

IP Co-Sell Prioritized Maintain 20% of opportunities OR success engagements (measured at 40%+ sales stage) AND success engagements (measured at 2-Validate+) with IP Co-Sell Solution Attach Prioritized solutions attached via MSX D365 (3rd party Azure or Biz Apps solutions)

Digital Sales Innovation Pipeline Product Recommendations Internal & External Signals How to increase sales 1000+ Customer Data Points productivity & impact 20+ AI Models

Partner Account Team Engage with our customers…

…with the right partner solution… Renewals

AI …@ the right time Reinforcement Learning

An AI enabled new business discovery engine Daily Recommender integrated with our sales & marketing toolset Northwind Traders Northwind Traders 8-15-2019

5 15

8-21-2019

Lamna Healthcare Company

9-16-2019 Fourth Coffee

7-15-2019 Margie’s Travel

Consolidated 8-15-2019 Consolidated Messenger Messenger

Munson’s Pickles and Preserve Farm Daily Recommender High quality AI and Marketing driven recommendations for all Sales Plays.

7-15-2019 Contoso Suites SAP Managed Service Relecloud Service Northwind Traders

SAP on Azure Trey Research IP 5 15

SAP on Azure Service VanArsdel, Ltd. Service

Daily Recommender NowRecommends expanded partners to include for ourthe Partnerspecific Solutions.sales play and account. SAP Managed Service Relecloud Service Northwind Traders

SAP on Azure Trey Research IP 5 15

SAP on Azure Service VanArsdel, Ltd. Service

Daily Recommender Sellers seamlessly share opportunities with partners.

1. Acquire customers across the three Partner with clouds 2. Be transformative, not transactional Microsoft to 3. Deliver differentiated value, project capture business and/or managed services 4.

5. Growth engine

Why SMC in FY20 Massive investments

Step change improvements in partner engagement SMB Landscape Refresh Report Final Report Market overview (2019)

Total Australian SMB Market Small Business (0-19 employees) (0-199 employees) Total number of businesses (0 employees): 1,435,503 Total number of businesses (1-19 employees): 823,526

Total income**: A$1,088,613,000

Total operating profit (before tax)**: A$176,403,000 Total number of businesses: 2,309,293 YoY growth of entities (0 employees)*: 1% YoY growth of entities (1-19 employees)*: 1% Total income**: A$1,899,020,000 Number of employees**: 4,768,000 Total operating profit (before tax)**: A$227,603,000 Medium Business (20-199 employees) Total number of businesses: 50,264 YoY growth of entities*: 1% Total income**: A$810,407,000 Number of employees**: 7,384,000 Total operating profit (before tax)**: A$51,200,000 YoY growth of entities*: -1%

Number of employees**: 2,616,000

Microsoft Confidential Navigating the current economic environment

• SMBs in Australia account for $615 billion of Australia's GDP (57%), employ over 7 million people (67% of all employees) and pay about 40% of total company tax revenue.5 • SMBs are increasingly optimistic about the current and future economic climate. This is reflected by business owner attitudes, as well as ongoing investments in strategies to grow businesses during 2019. However, it should be noted that, in the first quarter of 2019, growth was moderated by decreased sales revenue and reduced sales to overseas customers. The upcoming federal election may also affect growth in 2019.7

SMBs Perception Of The Economy2 65% of SMBs expect their profitability will 29% of SMBs expect their sales to grow in the next 3 years.1 Present A Year From Now increase over 2019.2 23% of SMBs expect to increase their 24% 22% capital expenditure over 2019.2 Indicators Of Growth In 20181 Made investments to win 56% 61% 17% 19% of SMBs expect to increase their 35% 20% new customers employee count in 2019.2

Hired new staff in the last Challenges Faced By SMBs1 26% 5% 12 months Growth Slowing Stable Better Worse Same International 5% Other 51% Competition impacting profits Political Increased their marketing 22% According to an ongoing annual survey conducted by Sensis, Environment 49% Creating a point of differentiation spend 9% Staff 28% Local Confidence amongst SMB business owners is currently at its Performance Economic Invested in new highest level in nine years, with 64% expressing confidence in 45% Complexity of running a business 2 Conditions 19% technology their business prospects over the next 12 months.

SMB Investment Areas For 20193 of SMBs say their decision making is impacted by Influences On 40% 7 the upcoming 2019 federal election. Performance6 Prices and margins on products/services 26% 19% 20% 15% Online sales 25% 11% 26% Local Increasing variety of products/services 24% Changes In Political Technology Customer retention strategies 24% Conditions 15% Global Amount paid to employees 23% Delay upgrading Delay hiring staff Delay buying Economic digital systems equipment Conditions New technology driving growth

• Australian SMBs are steadily adopting new technology, with nearly three quarters of all SMBs investing in new technology between 2016-17.4 Technology use is driving revenue and innovation amongst SMBs. Benefits provided by digital tools are predominantly seen to be focused around increased revenue and the ability to effectively connect with customers. • Looking into the future, SMBs are likely to continue using new technology to innovate and grow. It is worth noting that 40% expect to be using emerging technologies such as artificial intelligence, IoT, and machine learning in the near future.

Compared to SMBs with minimal digital engagement, businesses with intermediate levels of digital engagement (e.g. basic 1 in 5 small to medium businesses have a website, ecommerce, social media marketing, etc.) are 50% more likely to be growing in revenue and earn 60% more digital business strategy5 revenue per employee.2

34% People Key Digital Investments4 2 Across Australian Benefits of Digital Tools businesses, technology is most commonly identified Increase in revenue 17% 35% Innovation as the strongest driver of Cyber Security Drivers innovation6 Access to new customers in australia 35% 42% Technology 24% Processes 15% Promotes awareness and brand image 33% Cloud Barriers To Innovation6 Improves communications with customers 29% and suppliers 41% 9% Budget restrictions Ability to connect with customers 24/7 on 57% 51% Mobility (5G) 28% multiple devices Relucantancy to 37% change 33% 1 of SMBs expect to be using emerging SMB Annual Technology Investment 31% Under resourcing technologies (e.g. AI, machine learning, IoT) by 25% 40% 20222 $59,346 $48,442 31% $36,618 Company culture SMB business leaders indicated the top reasons for adopting 16% 3 artificial intelligence were: 20% - Increased productivity; Company size 21% - Enabling of greater innovation; and - Helping to form relationships with customers Online Services Software Hardware Medium Small Digital profile of SMBs • Australian SMBs can be classified into four categories based on their level of engagement with digital, computer-based technology. SMBs range from being digitally dismissive – typified by lacking digital capability and familiarity – to digitally advanced – typified by advanced levels of digital tool use and capacity. • Only 34% of businesses fall into the digitally advanced category, suggesting that the majority of Australian SMBs are yet to reach their full digital potential.

34% 25% 2 Digitally Advanced Digitally Dismissive Decision Makers In Digitally Advanced SMBs • Derive strong value from digital • Low confidence exploring digital 88% used digital tools at least once per day outside of work investment technologies; lack of internal digital • Strong digital understanding and internal familiarity and capability capability SMB Digital • Lowest use of digital tools 81% make an effort to learn about how technology works or operates • Highest use of digital tools Engagement1 • Over represented by sole traders • High proportion of professional service Nearly 75% take an active interest in how other businesses are businesses in this category 31% benefiting from technology 10% Digitally Tentative 3 Digitally Confident • Reliant on external help to 70% of SMB IT decision makers are also the business owner increase digital capability Digitally Advanced • Believe they have identified beneficial 17% of SMBs have a specialised IT manager3 digital tools • Relatively high use of digital tools, SMBs generate 44% • Likely to have deployed more than 3 but adoption/integration is than Drivers To Implement Technology1 more revenue digital tools ineffective Digitally Dismissive • Relatively good adoption of tools but • Over represented in 2 Ease/convenience 23% SMBs full digital potential not realised manufacturing Digital Tools Use By Industry Greater efficiency/faster 21% 1 in 2 SMBs say they are confident in 1 exploring new technology Construction: Invoice generation (70%)1 Better information management 8% 1 in 3 SMBs measure customer experience Retail: Instant payments (42%) and social 6 Streamline operations 6% digitally1 media (35%) 1 Healthcare: Workforce management (23%) Improved communication 5% 1 in 5 are using data analytics to gather Manufacturing and Wholesale: CRM 1 customer insights (34%) and sales platforms (25%)6 Are aware of government Of these have taken Australian local and federal governments are supporting the digital transformation of SMBs through a number 79% initiatives to support digital 46% part in these initiatives of initiatives. For example, the federal government’s Department of Jobs and Small Business is providing transformation of SMBs4 and benefited4 grants of up to $20,000 for SMBs to purchase digital products and services.7 Technology challenges

• There are a number of barriers that prevent Australian SMBs from adopting new digital technology. The impact of these barriers is evidenced by the fact that the majority of SMBs delay the adoption of technology4 and a third do not prioritise their technology investments.1 The number one barrier to technology adoption is cost. • Cybersecurity also represents an overlooked challenge for SMBs. Despite a significant risk, cybersecurity awareness is low amongst SMBs, as is their ability to combat cyber threats.

of SMBs are not taking full advantage of the digital tools The majority of SMBs have a broadband internet Only 34% of SMBs agree that investing in 87% 5 that are available to them.2 connection. digital capabilities is a priority.1 Of SMBs Are 88% have 36% connected to 80% of SMBs delay the adoption of technology that would broadband the NBN $10,299 offer long term benefits.4 is the average cost of cybersecurity breaches 19% of SMBs are dissatisfied with the for SMBs3 Barriers To Adopting Digital Solutions1 speed of their internet service.5 8% 37% A lot of Some knowledge 22% of SMBs face challenges around the knowledge Cost 26% implementation of digital solutions or do not have the SMB staff to support adopting them. This suggests there is a lack of technology skills in the SMB market.1 Cybersecurity 1 Not sure how to start 20% 55% Knowledge 2 Plans To Address Digital Skills Gap Little to no 39% knowledge Challenges around implementation 12% 33% 19% 5% 12% of SMBs reported having their customer records Staff challenges 10% compromised by cyber criminals in 2018.7 Don’t know No plans Formal Informal 44% of SMBs are not confident in their ability to Internet connectivity 8% training training withstand a cyber attack.3

Broarder market or customer 24% of SMBs either have no plans or do not 17% invested in cyber security in 2018, suggesting a 8% related issues know how their company plans to address the lack of awareness my be limiting SMB’s cyber security digital skills gaps. investment.6 Non employ Total no. businesses: 280,128 SMB distribution across Australia 448,129 businesses Non employ Largest industries: Small Total no. businesses: Construction; Rental, Hiring 8,477 and Real Estate Services; 158,115 14,463 businesses businesses and, Professional, Scientific Non employ Total no. businesses: Largest industries: Small and Technical Services Medium 466,717 Construction; Rental, Hiring YoY growth of entities*: 2% 9,886 781,540 businesses and Real Estate Services; 5,381 businesses businesses and, Professional, Scientific Largest industries: Small Construction; Professional, and Technical Services Medium 298,652 Scientific and Technical businesses YoY growth of entities*: 1% 605 Services; and, Rental, Hiring businesses and Real Estate Services Medium YoY growth of entities*: 1% 16,171 Non employ NT businesses Total no. businesses: 147,202 230,178 businesses QLD Non employ Largest industries: Small Total no. businesses: Construction; Professional, 16,825 77,095 28,572 businesses Scientific and Technical businesses WA Services; and, Rental, Hiring Largest industries: Small and Real Estate Services Medium Construction; Professional, Scientific and Technical 10,996 YoY growth of entities*: 0% 5,881 businesses SA Services; and, Rental, Hiring businesses and Real Estate Services Medium NSW YoY growth of entities*: -2% 751 Non employ businesses Total no. businesses: 99,030 149,628 businesses ACT Non employ Non employ Largest industries: Small Total no. businesses: 23,155 VIC Total no. businesses: Currently Construction; Agriculture, 392,754 38,275 businesses unknown Forestry and Fishing; and, 47,462 617,149 businesses businesses Total no. Rental, Hiring and Real Largest industries: Small Largest industries: Small businesses: 1,359 Estate Services Medium Construction; Agriculture, 14,117 Construction; Professional, Forestry and Fishing; and, TAS 211,570 businesses Scientific and Technical Non employ: YoY growth of entities*: 1% 3,136 Rental, Hiring and Real businesses businesses Services; and, Rental, Hiring 1,215 Estate Services Medium and Real Estate Services. Medium Small: 138 YoY growth of entities*: 2% 1,003 YoY growth of entities*: 1% 12,825 Microsoft Confidential businesses Medium: 6 businesses SMB distribution across regional Australia

5 5 % Of Regional SMBs per State Top SMB Growth Centres In Australian Cities 20% of Sydney based SMBs have an 2.4% advanced level of digital engagement (e.g. 2.1% using cloud computing, SEO, data analytics). 1.7% 1.5% 1.6% Analysis shows that small business can unlock 26% $49.2 billion 54% of private sector output over 10 years by making better use of mobile and internet 21% North Lakes Darebin - Carlingford Moreland - Penrith technologies. 24% (QLD) South (VIC) (NSW) North (VIC) (NSW) of this benefit could be realised in 30% Western Sydney is the third largest economic region in 53% rural and regional Australia Australia behind Sydney and Melbourne, with growth being incentivised by government initiatives, such as the Western 14,280 22% 58% Sydney Investment Attraction Fund, which is looking to invest Medium (20-199 employees) $5 million in SMBs in the area 5 6.

Regional vs. Metropolitan Digital Engagement3 1 265,810 717,891 54% Top Regional Industries 49% 49%52% Small (1-19 Regional 44% employees) 1 Agriculture, Forestry and SMBs 30% Fishing (20%) 21% 24% $26 billion 467,074 Non- Construction (16%) could be unlocked by employing digitally transforming 33% Queensland Take online Use social Have an NBN Have a digital regional Australian Rental, Hire and Real 32% New South Wales orders media connection strategy SMBs9 Estate Services (10%) 19% Victoria Microsoft ConfidentialRegional Metropolitan Industry breakdown

Small Medium Non employing YoY growth of Total number of businesses businesses Rank Industry businesses entities SMB businesses (1-19 (20-199 (0 employees) (% change)* employees) employees)

1 Construction 383,148 225,630 153,402 4,116 2%

Professional, Scientific and Technical 2 280,096 157,975 117,047 5,074 1% Services

3 Rental, Hiring and Real Estate Services 252,167 216,010 34,604 1,553 1%

4 Financial and Insurance Services 209,432 173,733 34,646 1,053 -1%

5 Transport, Postal and Warehousing 175,350 134,858 38,626 1,866 4%

6 Agriculture, Forestry and Fishing 174,687 123,459 48,846 2,382 -3%

7 Health Care and Social Assistance 134,325 75,144 55,820 3,361 3%

8 Retail Trade 130,393 56,056 69,153 5,184 0%

9 Other Services 97,593 44,203 52,156 1,234 -1%

10 Accommodation and Food Services 93,970 26,314 60,541 7,115 1%

Microsoft Confidential Industry breakdown

Small Medium Non employing YoY growth of Total number of businesses businesses Rank Industry businesses entities SMB businesses (1-19 (20-199 (0 employees) (% change)* employees) employees)

11 Administrative and Support Services 90,175 50,566 36,078 3,531 3%

12 Manufacturing 84,085 37,017 41,551 5,517 1%

13 Wholesale Trade 79,649 38,411 37,465 3,773 1%

14 Education and Training 30,859 16,313 12,843 1,703 2%

15 Arts and Recreation Services 28,181 17,939 9,422 820 4%

Information Media and 16 21,736 13,443 7,659 634 -2% Telecommunications

17 Mining 7,688 4,520 2,802 366 -3%

18 Public Administration and Safety 7,680 4,050 3,173 457 11%

Electricity, Gas, Water and Waste 19 6,855 3,745 2,785 325 4% Services

Currently Unknown 21,224 16,117 4,907 200 -3%

2,309,293 1,435,503 823,526 50,264

Microsoft Confidential Construction

Small business (0-19 employees) IT Technical Use of cloud computing Industry count by state Business Size IT Professionals Support Total income: A$225,503,000 Use paid cloud computing: 31% Do not use paid cloud computing: 69% Operating profit (before tax): Small 13% 20% A$27,194,000 2,902 Employment: 758,000 76,087 1. Software: 83% 40,757 Medium 7% 23% 2. Storage capacity: 51% 3. Processing power to run software: 10% Medium business (20-199 employees) 22,667 125,222 Barriers to innovation^ Total income: A$75,694,000 Factors that limit the use of cloud computing Operating profit (before tax): 5,517 1. Lack of skilled person in Australia: 25% 1. Insufficient knowledge: 18% A$4,364,000 2. Lack of access to additional funds: 23% Currently unknown 103,994 2. Risk of security breach: 12% Employment: 174,000 3. Lack of skilled persons within the labour market: 17% 55 5,947 3. Cost: 10%

Non Small Medium Total number YoY growth of employing businesses businesses Rank Subdivision of SMB entities Groups businesses (1-19 (20-199 businesses (% change)* (0 employees) employees) employees) Building Completion Services ● Building Installation Services ● Building Structure Services ● Land 1 Construction Services 287,190 165,803 118,459 2,928 2% Development and Site Preparation ● Other Construction Services Non-Residential Building Construction ● 2 Building Construction 85,945 55,073 30,116 756 0% Residential Building Construction

3 Heavy and Civil Engineering Construction 10,013 4,754 4,827 432 1% Heavy and Civil Engineering Construction

383,148 225,630 153,402 4,116

Microsoft Confidential For more information on this study please contact:

Project Sponsor – Katrina White, Small & Medium Business Lifecycle Management Lead • [email protected]

Capitalis • [email protected]

Customer Relevance @ Scale Product Recommendations Internal & External Signals Improve ROI of your sales 5M+ Customer Coverage 20+ AI Models and marketing campaigns Partner engines

Target your campaigns… Microsoft engines

…at the right customers

…at the right time AI Reinforcement …with the right offering Learning

...through the right channel

An AI enabled propensity and targeting engine CloudAscent to inform scale, omni-channel sales execution Cloud Ascent’s targeting models prioritize accounts into clusters to Act Now help you quickly determine the best approach for each customer Strong propensity to buy a given Propensity clusters are determined by mapping customer intent and fit product, good product fit and together to understand where customers are in the buying cycle and what type demonstrated intent of engagement is needed to move them forward

Evaluate INTENT SIGNALS Strong fit for a given product, but need to drive intent through High Medium Low Very Low targeted marketing efforts High Act Now

Priority Nurture Potential need for a given product, but customer is not currently ready Medium Evaluate

Low Educate Nurture

Current customer has not shown SIGNALS FIT CUSTOMER intent to buy or a need for a specific Very Low product Educate Navigate to the Review Cloud Ascent Download opportunity Accelerate sales and dashboard on the MPN dashboard to evaluate workbook and prioritize marketing engines site revenue potential leads based on propensity https://partner.microsoft.com/en-us/membership/Reports/MyInsights 1 Customizable Filters Breakdown your target customer list based on product, area, and industry

2 Clear opportunity indicators Quantify your target customer list based on customer count, and expiring revenue

3 Simple customer clusters Categorized target customers in order of their propensity to buy

4 Full Dataset in Downloadable .XLS Navigate to the complete customer opportunities workbook for more information Get detailed information about the customers to help you target effectively

Customer demographics

Industry and segment details

Existing Microsoft software

Competitive software packages

Revenue opportunity

Recommended workloads

Trigger signals Act Now Evaluate Nurture Educate

Take immediate sales Feed into multi-channel Conduct nurture Monitor for customer fit action digital marketing campaigns and intent signals • Assign leads to specific • Take a closer look at each • Build digital • Track refresh of fit and sales resources, review on customer, apply local informational campaigns intent and monitor for a regular basis, and knowledge and to drive breadth product any changes in actively pursue determine if it is awareness propensity • Align sales strategy to appropriate to actively • No immediate direct • Consider including in best match customer pursue customer interaction is digital informational intent and fit • Employ marketing efforts necessary campaign to drive intent Microsoft Partner Program Updates Programs and Resources that are right for you Microsoft development journey for partners

Develop scalable solution with tele-specialist 6a

Attend monthly calls with MS tele-specialist

Scale solution Develop your practice Develop solution and Create your sales through Sign up and through a guided Determine transact through Indirect Business Profile Evaluate paid Silver marketplaces Co-sell Get started receive benefits starter offer experience engagement model Providers Competency to connect with Gold Competency (optional) customers 9 1 2 4 5 6b 7 11 3 8 10 Go to partner. Onboard with Onboard with Go to Partner. Partners preferred indirect Evaluate Work with the Microsoft.com/me Select from priority Microsoft Evaluate Microsoft.com Purchase identified within provider Silver Cloud mbership to sign practice guided Follow this Marketplaces Gold Microsoft Action the guided competency Enablement up for an MPN ID experiences: guide to and/or indirect competency Pack to gain Desk to register experience are Develop scalable solution develop and provider access to MS • Modern desktop eligible for your solution in through guided register your marketplaces licenses and • Collaboration continuing direct profile the co-sell experience catalogue kickstart your • Security and with Microsoft practice compliance while others scale on their own or • Dynamics 365 6c via indirect • Cloud infra and providers management Continue with • Data and AI preferred digital • Application Innovation guided experience

PARTNER MINDSET Building commitment to Microsoft but primarily leveraging free or Investing capital in building and accelerating Committed to Microsoft and Engaging with Microsoft opportunistically non-gated content their MSFT practice highly involved in programs

MPN Support, MPN Benefits, Tech Support Develop your practice through guided experiences What are the Guided Experiences?

Self paced digital guide that assists you in building a practice or solution with Microsoft What https://partner.microsoft.com/solutions/practice-areas The guided experiences deliver content and resources digitally by practice specialization and lifecycle.

They include illustrating the market opportunity, enabling you through training, and providing Go-To-Market resources to help you succeed. Content engagement scoring can also qualify partners for tele- assisted help through the Cloud Enablement Desk

You can leverage the always-on digital guided experience to building a Why practice or solution with Microsoft in: • Artificial Intelligence • Internet of Things • Application Innovation • Security • Business Applications • Server Migration • Data Platform Modernization • Teamwork • Develop or migrate your app • Unified Endpoint Management

Who Partners who want to build and develop their solution or practice and take their service to market

Next Steps ❑ Visit the MPN Build a Practice page to familiarize yourself with the business-building blocks What does a Guided Experience look like?

Explore campaigns from the Practice Area overview page or see them in the context of Build Your Practice Solution Workspace Overview

Provides a structure for you to follow while you develop your solution. All at your own pace.

Lifecycle Phases: • The Build stage is the foundation, during which you focus on planning, developing, testing, and finally building your solution. • The Go to Market stage will help you glean recommended practices, define the unique value of your app or solution, and plan your customer wins. • The Sell stage will help expand your market presence and optimize your efforts.

https://partner.microsoft.com/en-us/solutions/my-solutions Practice Development & Enablement Digital Transformation eBook Series

The Digital Transformation eBook series is a new study with IDC focused What on the unprecedented digital transformation market opportunity https://aka.ms/dtopportunity These eBooks are designed to help you evolve and mature in the cloud, and learn what successful partners have done to digitally transform their business to build successful cloud practices aligned to the 4 pillars of digital transformation • eBook 1: The Digital Transformation Opportunity Why • eBook 2: Engaging Customers • eBook 3: Empowering Employees • eBook 4: Optimizing Operations • eBook 5: Transforming Products Partners who want to learn more about the opportunities to speed up digital transformation and become Who technology leaders ❑ Visit the Digital Transformation resource page Next Steps ❑ Review the eBook series and capitalize on the digital transformation market opportunity Practice Development: Playbooks

The Cloud Practice Development Playbooks provide you with guidance to transform their business and What expedite their time to building profitable cloud practices https://aka.ms/practiceplaybooks These practice development playbooks are written by partners for partners as step-by-step guides that outline how to start, grow, or optimize a profitable practice in: • IOT Practice Playbook • AI Practice Development • Data Platform and Analytics Why • Cloud Migration and Modernization • Cloud Operations and Management • Cloud Infrastructure and Management • Cloud Application Development • Business Applications • Security practice Development • Grow your ISV business with SAAS Partners who want to understand the strategy, resourcing, operational, and optimization opportunities and Who requirements to develop new practice offerings Next Steps ❑ Download these playbooks on the MPN Playbook Download page Practice Development: Business Dev Fundamentals

Resources and videos to help you learn business development fundamentals to transform your business and What support building profitable cloud practices https://aka.ms/buildapractice The business development fundamentals training resources include videos and curriculum to develop business development skills and capabilities, including business and financial planning, hiring and training, marketing strategy fundamentals, sales optimization, and growing customer lifetime value. Why Courses: Resource Guides: Partner Business • Define Solution Development Training • Hire & Train Videos • Operationalize • Go to Market & Close Deals • Optimize & Grow • Partner P&L Models • Profitability Resources Partners who want to understand the solution, resourcing, operational, and optimization opportunities and Who requirements to develop new practice offerings ❑ View the business development resources on the MPN Build a Practice page Next Steps ❑ Get Started in the Solution Workspace MPN Learning Portal

Centralised sales, BDM and technical training resources across Microsoft What https://partner.microsoft.com/training/learning-portal The Learning Portal on MPN provides training resources to enable you to effectively sell, manage and support Microsoft solutions. The portal navigation aligns to MPN practices, solutions, and competencies Partner training managers can assign specific learning paths to their teams and track progress Why Training content is sourced from: • Partner University • Pluralsight • Microsoft Learn • MOOCs • Microsoft Virtual Academy (MVA) • Channel 9 Who All partners registered in MPN ❑ Familiarize yourself with the Learning Portal as the one-stop source of original Microsoft technical, BDM and Next Steps sales training resources Microsoft Learn

Microsoft Learn provides the training you need to keep current on Microsoft technologies in a free, engaging, and interactive way by combining short step-by-step tutorials, browser-based interactive coding/scripting What environments, and task-based achievements, to get recognition as they prepare for Microsoft role-based certifications Now there’s a more rewarding approach to hands-on learning that helps you achieve your goals faster • Learning Paths: Up your game with a learning path tailored to today's developer and technology masterminds and designed to prepare you for industry-recognized Microsoft certifications Why • Hands-on Learning: Master core concepts at your speed and on your schedule. Whether you've got 15 minutes or an hour, you can develop practical skills through interactive training • Learn for free: Instant in-browser access to Microsoft tools and modules. No credit card required

Who Partners who want to quickly build technical skills with learning made easy Next Steps ❑ Explore Microsoft Learn Local Events and Enablement

Start at partner.microsoft.com

Use the ‘Partner Network’ navigation to select Connect > Partner Events

Select ‘Australia’ to filter for the local events available.

Local events, enablement and on- demand will continue to be added here.

*Tip: The direct link to the Events page is available on the Australia Partner Hub 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 Microsoft development journey for partners

Develop scalable solution with tele-specialist 6a

Attend monthly calls with MS tele-specialist

MPN Support, MPN Benefits, Tech Support Cloud Enablement Desk Tele Led Engagement SIGN UP BUILD A PRACTICE ACCELERATE SALES

Develop scalable solution with tele-specialist 6a

Attend monthly calls with MS tele-specialist

Scale solution Develop your practice Develop solution and Create your sales through Sign up and through a guided Determine transact through Indirect Business Profile Evaluate paid Silver marketplaces Co-sell Get started receive benefits starter offer experience engagement model Providers Competency to connect with Gold Competency (optional) customers 9 1 2 4 5 6b 7 11 3 8 10 Go to partner. Onboard with Onboard with Go to Partner. High potential preferred indirect Evaluate Work with the Microsoft.com/me Select from priority Microsoft Evaluate Microsoft.com Purchase partners provider Silver Cloud mbership to sign practice guided Follow this Marketplaces Gold Microsoft Action identified within competency Enablement up for an MPN ID experiences: guide to and/or indirect competency Pack to gain Desk to register the guided Develop scalable solution develop and provider access to MS • Modern desktop experience are your solution in through guided register your marketplaces licenses and • Collaboration eligible for profile the co-sell experience catalogue kickstart your • Security and continuing direct practice compliance with Microsoft while others scale • Dynamics 365 6c on their own or • Cloud infra and via indirect management providers Continue with • Data and AI preferred digital • Application Innovation guided experience

MPN Support, MPN Benefits, Tech Support Partner Center Lead Share Activation Competencies and MAPS Uptake ✓Graduation Criteria: Business profile set ✓Graduation Criteria: Partner has up and partner is receiving leads purchased appropriate Competency/Offer for their business

Solution Onboarding to Marketplaces Benefits Utilization ✓Graduation Criteria: Solution posted on ✓Graduation Criteria: Partner is aware of marketplace and discoverable by customers available benefits and utilizing relevant Solution Onboarding to Co-Sell services to grow their business ✓Graduation Criteria: Solution posted on internal co-sell tool and discoverable by sellers How do you access cloud enablement desk (CED)?

Pull up from digital (Promotion blade will surface to qualified partners within partner website)

Self nomination (You can self nominate at aka.ms/CEDnominate GTM Services Go-To -Market Resource Desk

The GTM Resource Desk works with partners to execute Go-To-Market services

Partner’s one point Global Operating Advise on GTM Consultant of contact for Model supporting Go-To-Market plan works with you to Go-To-Market 14 languages in alignment with review and execute services, expertise, your marketing and GTM services and guidance sales objectives Unlock benefits as you grow your Microsoft partnership Activate Go-To-Market Services through your program benefits today, at no cost to you

Personalized Generate new leads and Generate new leads and consultation to accelerate pipeline accelerate pipeline Optimize your strengthen your partner through co-marketing through co-marketing, marketing capabilities listing and go-to- and co-selling co-sell enablement and through self-serve market materials to best opportunities. co-selling opportunities. attract customers and marketing education engage Microsoft and campaign content. sellers.

marketplace listing

Increase awareness and accelerate the success of your app or consulting service in AppSource or Azure Marketplace (only for listings published after March 1, 2018)

Ready to get started? Access your Go-To-Market Services by clicking "Benefits" in your partner center dashboard or reach out to our expert team at [email protected].

Keeping Connected Start at our new Australian Partner Hub

❑ Bookmark https://partner.microsoft.com/en- au/community/australia-partner-hub Connect with the Australian & Global Partner Community

What is the Microsoft Partner Community? The Microsoft Partner Community (MPC) is a discussion community designed to drive partner and Microsoft business conversations. It will bring all Microsoft partner together on a global scale

❑ Head to https://partner.microsoft.com/en- au/community/australia-partner-hub ❑ Click register in to top right corner to create your profile ❑ Tip: untick the don’t wish to receive updates, so you receive alerts for new content Support for Microsoft partners

Top partner questions library Support through communities The most frequently asked questions about Get product-related support through the Microsoft TechNet a wide variety of topics, answered community Social.technet.microsoft.com/Forums/home

Live chat support Get program support, membership support, and questions about partnering with Microsoft in the Microsoft Partner Start a chat with a partner support agent Community – under Community Help, select the Support from most pages on partner.microsoft.com Forum or the main Support page www.microsoftpartnercommunity.com Use your program benefits Partners with a competency or subscription may have advisory hours and other technical services benefits partner.microsoft.com/support https://partner.microsoft.com/en-au/support/partner- center-help Modern Commerce & Partner Admin Link

Introducing Partner Admin Link (PAL)

4 1

Partner Admin Link (PAL) ACR Influence tracking capability for Microsoft Customer Agreement

Consumption incentive via PAL*

New Azure customer adds (customer level) via $4000 per customer claims

$100k per subscription Consumption incentive via claims

aka.ms/SetupPAL

Microsoft Azure Conversation

CONVERSATION WITH MICROSOFT Modern Workplace Conversation

CONVERSATION WITH MICROSOFT Australian Modern Workplace Opportunity “for enterprise, workplace transformation not only have to deliver the access to work anywhere, anytime, but also provide a consistent, intuitive work experience across the board, together with workflows optimized for the new digital setting” IDC

Modern Workplace 5-year CAGR 6.8% Commercial Innovation, Security Skills and Customer Centricity are in demand Modern Workplace FY20 focus & strategy

Grow usage New Customers Increase premium mix Modern Workplace Australian Targets

Office 365 new SMB Users 600k new users

Microsoft 365 E5 subscribers 40% YoY revenue growth

Teams Active Users 45% of managed desktops

Windows 10 80% of managed desktop

Office 365 ProPlus 65% ProPlus vs Office Professional

Cloud Managed Devices 80% on Intune / Current Branch SCCM Exceeding the FY20 targets with our partners

1 2 3 Develop the skills you Build the solutions that Co-sell with right partner need for success customers want to the right customer

Enable our Partners for success Build the solutions that customers want Build differentiated, repeatable and profitable partner practices that accelerate the sale and adoption of Microsoft’s 3 clouds

Commercial Innovation Automation, Simplification, as a service

Stay Current <-> Get Current

Security Skills Discover, Assess & Rationalise

Compliance <-> security <-> management

Customer Centricity Business Process, Workflow, Innovation

Teams <-> Power Platform <-> teamwork Transform Asset

transform.microsoft.com Distributor programs

Rhipe: M365 Security Sprint Program Dicker Data: Ascend program Ingram Micro: Modern Workplace Accelerate Synnex: Webinar series (M365) Tech Data: Bootcamps Business Applications Conversation

CONVERSATION WITH MICROSOFT Agenda

Dynamics 365 SMB Overview Partner Opportunity Getting Started Customer Stories Dynamics 365 Engage customers

Empower Optimize employees operations

Transform products Project Service Automation Enterprise - Finance and Operations

Sales

SMB - Business Central

Customer Service Talent Marketing

Retail

Field Service MODERN UNIFIED INTELLIGENT ADAPTABLE Microsoft Dynamics 365 SMB Intelligent cloud applications that unify CRM and ERP capabilities to enable digital transformation

Business Central Sales Professional Customer Service Professional

MODERN UNIFIED INTELLIGENT ADAPTABLE

Power Apps Microsoft Flow

Power BI

COMMON DATA SERVICE (CDS)

AZURE

Video

Core Capabilities

Account receivables/ Bank Fixed asset Month/Year Financial management payables reconciliation management end closing

Quote Contact Sales Payment Sales & service management generation management invoicing processing

Capacity Budgets and Job and Resource Project management planning estimates process costing management

Inventory and Shipment and Returns and Procurement and Supply chain management Purchasing control distribution cancellations vendor management

Production Manufacturing Warehouse Forecasting Operations management planning capacity management

Customer Self-serve Interactive Built-in Reporting & analytics insights reports dashboards intelligence

Connect Add-On Embed

Extensions 2.0, API’s Extensions 2.0 API’s, etc… Add industry or business extensions Extend Dynamics 365 Business Central to fit industry or business needs with integrated add-on apps.

Connect to data sources and services — Excel files, SharePoint lists and CRM records with Microsoft PowerApps. As at 8/9/2019 Pricing

https://dynamics.microsoft.com/en-au/business-central/overview/

10 stakeholders As at 8th Sept 2019 Pricing

https://dynamics.microsoft.com/en-au/sales/professional Sales Professional & Enterprise comparison Sales Professional & Enterprise comparison

The simple way to modernize customer service

Customer service & Customer service & Influencing roles: Target Audience: support management support operations CIO, COO, CXO, CFO

Quick pitch Modernizing customer service has never been easier. Get started with a streamlined customer service solution that includes the essentials and works seamlessly with familiar tools like Office 365. Customer benefits Questions (to set the trap) Question Answer 1. Increase customer loyalty through personalized experiences and by helping How are you currently handling Moving from spreadsheets or email to a full-service customer service solution customer service requests? can significantly increase CSAT, lower costs and improve productivity. customers solve issues on their own with Consider modernizing with a cloud-based customer service software that self-service options. works with familiar tools and offers the ability to scale and add on features as 2. Empower agents with an intuitive agent you grow. experience, knowledge-driven case Is your current system 76% expect agents to know their contact, purchase and service history, but providing agents with the this is rarely the case.2 Providing agents with a 360-degree view of the management and dynamic guidance to the information they need to solve customer is one of the biggest opportunities to improve the service right action. issues quickly? experience. Microsoft provides a complete view of the customer, backed with 3. Stay agile by starting with an adaptable knowledge-driven case management and dynamic guidance to help agents effectively and efficiently solve customer issues while providing a stellar and scalable solution that can grow as customer experience. your needs evolve. Is your system capable of Microsoft understands that organization needs are not one size fits all. We expanding as your needs have created an easily adaptable customer service solution that fits your change and grow? needs with the flexibility of expanding as your needs grow. Through Microsoft 1. Dimension Data: 2017 Global Customer Experience Benchmarking Report App Source, you can adopt functionality, if and when you want. As at 8th Sept 2019 Pricing

https://dynamics.microsoft.com/en-au/customer-service/professional/

“Microsoft 365, Dynamics 365, and the Power Platform, on top of what we’re doing with Azure, is the core of what we are doing as a company.”

--Satya Nadella, January 2019 One low-code platform that spans Office 365, Dynamics 365, Azure and standalone applications.

Power BI PowerApps Flow Business analytics Application development Workflow automation

Common Data AI Builder Data Service connectors PowerApps Mission Empower every

Citizen Developers

IT Developers

Pro Developers Pro Developers + PowerApps = No Limits

Power Every Platform Developer PowerApps Azure DevOps

Azure services API Azure AKS Cognitive management Functions Services Pro Developer

Azure Data Services SQL Azure SQL Data Cosmos DB Warehouse

Visual VS Studio Code Dynamics 365 Microsoft Power Platform Azure Office 365

Standalone Apps

Common Data Service for Apps and Data Connectors • Apps and more

Pixel perfect and data centric Model-drive and canvas apps Customized task and role based experiences Hundreds of data sources • Analyze all of your data

Cross platform data analysis Work with big data Enterprise business intelligence Mobile Embedded Azure Analysis Services • Any data, any way, anywhere

Power BI Automate and integrate business processes with Microsoft Flow Break down silos with the Common Data Service for Apps Cloud and on-premises connectivity https://powerapps.microsoft.com/en-us/customer-stories/ *Challenges

What about Governance?

“Shadow IT” – blessing or curse?

Who will support these apps?

What is the role of IT?

Should I just turn it on and expect that innovation will happen?

White Paper - LINK

Outlook Word Excel

Teams Bookings Planner Partner Opportunity Market overview (2019) Total Australian SMB Market Small Business (0-19 employees) (0-199 employees) Total number of businesses (0 employees): 1,435,503 Total number of businesses (1-19 employees): 823,526

Total income**: A$1,088,613,000

Number of employees**: 2,616,000 Market change (2015 – 2019) Total Australian SMB Market Small Business (0-19 employees) (0-199 employees) Total number of businesses (0 employees): +12% Total number of businesses (1-19 employees): +5%

Total income**: 0% Total number of businesses: +9% Total operating profit (before tax)**: +4% YoY growth of entities (0 employees)*: +1%

YoY growth of entities (1-19 employees)*: +1% Total income**: +7% Number of employees**: 0%

Medium Business (20-199 employees)

Total operating profit (before tax)**: +8% Total number of businesses: -1% Total income**: +16%

Total operating profit (before tax)**: +25%

Number of employees**: +2% YoY growth of entities*: -1%

Number of employees**: +5% Non employ Total no. businesses: 280,128 SMB distribution across Australia 448,129 businesses Non employ Largest industries: Small Total no. businesses: Construction; Rental, Hiring 8,477 and Real Estate Services; 158,115 14,463 businesses businesses and, Professional, Scientific Non employ Total no. businesses: Largest industries: Small and Technical Services Medium 466,717 Construction; Rental, Hiring YoY growth of entities*: 2% 9,886 781,540 businesses and Real Estate Services; 5,381 businesses businesses and, Professional, Scientific Largest industries: Small Construction; Professional, and Technical Services Medium 298,652 Scientific and Technical businesses YoY growth of entities*: 1% 605 Services; and, Rental, Hiring businesses and Real Estate Services Medium YoY growth of entities*: 1% 16,171 Non employ NT businesses Total no. businesses: 147,202 230,178 businesses QLD Non employ Largest industries: Small Total no. businesses: Construction; Professional, 16,825 77,095 28,572 businesses Scientific and Technical businesses WA Services; and, Rental, Hiring Largest industries: Small and Real Estate Services Medium Construction; Professional, Scientific and Technical 10,996 YoY growth of entities*: 0% 5,881 businesses SA Services; and, Rental, Hiring businesses and Real Estate Services Medium NSW YoY growth of entities*: -2% 751 Non employ businesses Total no. businesses: 99,030 149,628 businesses ACT Non employ Non employ Largest industries: Small Total no. businesses: 23,155 VIC Total no. businesses: Currently Construction; Agriculture, 392,754 38,275 businesses unknown Forestry and Fishing; and, 47,462 617,149 businesses businesses Total no. Rental, Hiring and Real Largest industries: Small Largest industries: Small businesses: 1,359 Estate Services Medium Construction; Agriculture, 14,117 Construction; Professional, Forestry and Fishing; and, TAS 211,570 businesses Scientific and Technical Non employ: YoY growth of entities*: 1% 3,136 Rental, Hiring and Real businesses businesses Services; and, Rental, Hiring 1,215 Estate Services Medium and Real Estate Services. Medium Small: 138 YoY growth of entities*: 2% 1,003 YoY growth of entities*: 1% 12,825 businesses Medium: 6 businesses Customer Innovation Economics Expertise Partnering success Market Size

Revenue – Services

Revenue - Licenses

Stickiness

Diversity Getting Started

Learn More Acquire

Enable Distributor Hire

Partner https://docs.microsoft.com/en-us/dynamics365/business-central/dev-itpro/developer/readiness/readiness-learning-catalog http://aka.ms/dynamcis365businesscentral/salestools https://cdx.transform.microsoft.com/ http://aka.ms/australiapartnerzone

https://dynamics.microsoft.com/en-us/roadmap/overview/

http://aka.ms/learn

https://docs.microsoft.com/en-us/ Resources: Learn & Position

Partner Training Sales Readiness Go to Market Dynamics 365 for Sales Professional Partner Dynamics 365 for Sales Professional Pitch Dynamics 365 for Sales Professional Web FAQ Deck Copy Commonly asked questions around Dynamics Pitch to quickly communicate the value of Standard copy and images to use for web for 365 for Sales Professional Dynamics 365 Sales Professional to SMBs Dynamics 365 for Sales Professional Product: Video 1, Video 2, Video 3, Video 4 Map to Your Customers’ Sales Dynamics 365 for Sales Professional Expectations Webinar Assets Product videos to help you get up to speed on One-pager to guide Dynamics 365 Sales To-customer webinar assets who want to learn Dynamics 365 for Sales Professional Professional customer conversations more about Dynamics 365 for Sales Professional Tele Sales Guide Dynamics 365 for Sales Technical Documents for Sales Professional 6 Strategies to Boost Sales Productivity Professional Training modules around effectively using Target audiences and conversation starters for eBook on key strategic elements for boosting Dynamics 365 for Sales Professional Dynamics 365 Sales Professional guide sales productivity Dynamics 365 for Sales Professional Web Revenue Killers & How to Beat Them Five revenue killers and how to beat them Page Website with key information on Dynamics 365 Blog with some key details on the eBook offered eBook on common revenue issues and how to cope for Sales Professional on revenue issues Work Shops and Boot Camps

SEPT: 9 (Monday) Adelaide

SEPT: 23 (Monday) Perth

Dynamics 365 Business Central, Sales Professional, Customer Service Professional Sales/Pre-Sales SEPT: 18 (Wednesday) Brisbane https://www.microsoftevents.com/profile/web/1443450 Workshop

SEPT: 25 (Wednesday) Melbourne

SEPT: 16 (Monday) Sydney

SEPT: 24 (Tuesday) Perth

Dynamics 365 Business Central, Sales Professional, SEPT: 19 (Friday) Brisbane Customer Service Professional and Power Platform https://www.microsoftevents.com/profile/web/1443317 Boot Camp SEPT: 26 (Thursday) Melbourne

SEPT: 17 (Tuesday) Sydney Customer Stories

Link

Customer Stories

Your Dynamics 365 story can be told

Contact Fiona Mavros - [email protected] Regina Jagiello - [email protected]

Next Steps!

CONVERSATION WITH MICROSOFT Self-Serve Resources to Promote Your Business!

CONVERSATION WITH MICROSOFT partner.microsoft.com/reach-customers/promote-your-business

partner.microsoft.com/en- us/reach-customers/qorus- content-hub Create your business profile so the right List your app or service in AppSource or Azure customers can find you Marketplace

partner.microsoft.com/reach-customers/connect-with-customers partner.microsoft.com/isv-resource-hub/publish-your-app How can I engage with Microsoft?

CONVERSATION WITH MICROSOFT Start at our new Australian Partner Hub

❑ Bookmark https://partner.microsoft.com/en- au/community/australia-partner-hub Connect with the Australian & Global Partner Community

What’s happening to Partner Yammer? MPC will in time replace our Partner Yammer groups which are just localized to Australia. The new Australia Partner Zone within the MPC is dedicated to conversations with local context whilst providing you easy access to global communities

❑ Head to https://partner.microsoft.com/en-au/community/australia-partner-hub ❑ Click register in to top right corner to create your profile Support for Microsoft Partners

Join the Australian Community ?? ??

Head to https://partner.microsoft.com/en- Answer goes here… Sequo con non au/community/australia-partner- nemporem cores niendae laci cus Answer goes here… Sequo con non hub click register in to top right aut aut hariates esequi beatibus nemporem cores niendae laci cus corner to create your profile and saperro vitium a comniaessit volent aut aut hariates esequi beatibus join the conversation sint, secea ditius, quaspel enditia se saperro vitium a comniaessit volent ne magnisciis magnisquae. sint, secea ditius, quaspel enditia se ne magnisciis magnisquae, cus aut aut hariates esequi beatibis. ??

Answer goes here… Sequo con non ?? nemporem cores niendae laci cus aut aut hariates esequi beatibus Answer goes here… Sequo con non saperro vitium a comniaessit volent nemporem cores niendae laci cus sint, secea ditius, quaspel enditia se aut aut hariates esequi beatibus ne magnisciis magnisquae. saperro vitium.

CONVERSATION WITH MICROSOFT