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Let’s Break new Ground Together - Agenda

Enterprise Incentives Erez Wohl GM Partner Incentives Maurice Fitzgerald EOC Regional Program Manager Mark Blank -Sales Vice President Partner - Aztek. Let’s Break new Ground Together - Agenda. Program Overview and FY15 Direction Operations Improvements Partner Insight - Aztek.

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Let’s Break new Ground Together - Agenda

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  1. Enterprise Incentives Erez Wohl GM Partner IncentivesMaurice Fitzgerald EOC Regional Program ManagerMark Blank -Sales Vice PresidentPartner - Aztek

  2. Let’s Break new Ground Together - Agenda Program Overview and FY15 Direction Operations Improvements Partner Insight - Aztek

  3. Partner Incentives | FY15 Strategy Microsoft Partner Incentives accelerate partner business growth and development across our broad product portfolio and innovative Cloud solutions and services Reward for Cloud Growth Incentive Stability Commitment to Partners • High Bar for Change • Predictability • Sustain On-Premise Business • Simplicity • Transparency • Ease of Use • Accelerate Cloud Services • Expand Partner Opportunity • Support Business Transformation

  4. Partner Profitability Partner Opportunity FY15 Incentive Design Principles Microsoft Sales Priorities Market Differences Partner Profitability Product Market Share Partner Led Sales Balance Simplicity and Performance

  5. Simplified structure focusing on Sell | Renew | True-Up | Cloud FY14 Enterprise Incentives overview Core Sell Renew True-Up Acct Services FY15 design goals Stability and predictability Annuity Cloud New EAs Compete ESA/Sunset Legacy Accelerators MDOP / Windows Server Branch Accelerator (Select) Cloud (O365, Azure, Intune, CRMOL) Other offerings MPSA Incentives CASA/EES Incentives Local Accelerators Advisor Azure SPLAR/Hoster 5

  6. Let’s Break New Ground Together in…

  7. Support & Readiness Previous State • Support queries entered via mail and CLT (Call logging Tool). • Partners requesting higher quality and quicker resolutions. • Not enough training and easily accessible readiness Key Learnings • New tools required giving immediate, live response. • Logging CLT ~ 2-5 mins, resolution time ~ 36hrs. • Overall FY14 Partner query volume monthly average 525 • Reducing query volumes = Increasing partner time saving. • Focused training sessions to address key concern areas. Add text

  8. Support & Readiness - Results Partner refresher sessions introduced. Enterprise readiness app launched in January FY14 Enterprise chat tool pilot with select partners in EOC. Immediate partner response 8mins per query – scale up end March. Support targets reduced: 93% < 24hrs. Target average resolution ~12hrs. OnePlan escalation model introduced. EOCCIESC@Microsoft.com 25% query reduction target by Q1 FY15. Target of 435 per month. Support

  9. System Tools and design • Previous State • Partners manually identify differences in statements. • Difficulty in calculating overall earnings by enrolment. • Lack of timely visibility on potential earnings. • Key Learnings • Reconciling between statements taking too much time. • Providing historic data would reduce time calculating. • Difficulty accommodating accelerators in forecasting tools. Add text

  10. System Tools and design - Results Delta Report Available Eliminating/reducing partner time reconciling statements. Consolidated Payment Report Eliminating/reducing partner time calculating life-to-date. Earlier Statements All statements available to partners 2 weeks earlier. Incentive Calculator due March FY14 Immediate calculation of potential earnings for partners. CHIP

  11. Payment Turnaround • Partners requested continued reduction in payment time. • Previous turnaround target < 60 days after month end. • Payment completed in 45 to 55 days after month end. Previous State • Availability of funds impacting on partner cash flow and profitability. • Timelines constricted by program complexity – CA/MA • Partner notification of statements available and funds received needed to be improved. Key Learnings Add text

  12. Payment Turnaround - Results What does this mean for you? Tangible improvement in cash flow. Potential reduction in Cost of Capital on an annual basis. No change in partner payment terms - net positive impact on cash position. Final statement notification available in March. Incentive prefix visible in bank statements. ENT-123456 Payment Turnaround time has reduced by 15 – 20 days (30 - 50%)

  13. Partner Insight – Mark Blank, Sales VP Aztek Support & Execution System Tools & Design Payment Turnaround

  14. Summary – Achieved and Future Targets FROM: 72 hour support SLA CLT Query Support Partner time on queries Lack of historic view Manual Statement Reconciliation Predicting Earnings complexity Final statement in 30 days 45+ day Payment cycle Pain Points TO: 24 hour Support SLA Immediate Chat Support 25% Query reduction Consolidated Reports Delta Report Incentive Calculator Final Statement in 15 days 30 day Payment cycle Ongoing Improvements needed

  15. Thank you. Channel Incentives Clinic @Room 8 Channel Incentives Future State Booth @ Coffee Area

  16. Lets Break New Ground Together. Provide your feedback on the sessions through the Conference App and be eligible to win one of five Nokia Windows Phone8 ALL Partners who provide feedback through the Conference Appwill receive a one year subscription to Office 365 Home Premium Visit the Conference App now at partnerconferenceapp.com .

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