Presentation Transcript

1. Resources
2. Agenda MPN – Microsoft Partner Network MEPN – Microsoft Education Partner Network PinPoint – Partner listing of businesses
3. MPN Is Your Connection… …to Microsoft personnel, Microsoft technologies, Microsoft tools, resources and opportunity
4. Our Incentive Strategy Revolves Around Two Things: 1. Recognizing Partner Value With Incentives That Address The Entire Lifecycle Life Time Relationship Selection Co-selling Reseller Incentives To/Thru Partner Marketing Technical Support Poc/Pilots Partner Skills/Readiness DPS / Accelerate Solution Incentives 2. Structuring Incentives To Evolve With Markets And Advancing Technologies Core Technologies Specialized Technologies Operating Systems E-mail Servers Business Collaboration Platforms Systems Mgmt. Productivity Applications Database Customer Relationship Mgmt. Communication Applications
5. How Microsoft Invests To Support Its Partners Developing their practices, generating demand and selling Plan/Recruit Enable Create Demand Sell Service & Support Partner Account Management (PAM, TPAM, Recruiter) Microsoft Roles: Drive relationships, development and sales with Solution Partners Partner Technology Advisor (PTA) Partner Solution Plan Practice Builder/ Accelerator Partner Marketing Center POC/Pilots/BIF Deployment Incentives Microsoft Key Initiatives: Support Solution Partner Development, Demand Generation and Sales Efforts Premier Services Support Solution Incentive Program Enterprise Resellers (LAR) Funded sales Resources & Incentives (support licensing pipeline creation and acceleration) Solution Specialists and Tele Solution Specialists (support solution pipeline creation and acceleration) Virtual Technology Specialist Program - V-TSP (Partnership with Microsoft Specialist Team Unit) Microsoft Partner Network: Program Benefits to support entire lifecycle PSP Activation – Competency Guide Partner Learning Center Partner Marketing Center Partner Portal Sales Resources Presales & Technical Support
6. Benefits Grow With You – Example: Internal Use Rights Software Resources System Center Service Manager Project Professional Office Professional Plus Windows Rights Management Services System Center Essentials System Center Service Manager Exchange Server Lync Server WindowsServer Microsoft Small Business ServerEssentials ForefrontEndpoint Protection MicrosoftSQLServer Windows Web Server Microsoft Dynamics CRM Online Server SharePointServer Level DesktopOptimizationPack Forefront Endpoint Protection Exchange Server Microsoft Dynamics CRM Online Professional System Center Data Protection Manager Windows HPC Server Better serve your customers Enable your people Run your business Competencies ProjectServer VisioProfessional System Server Virtual Machine Manager System Center Configuration Manager Windows Enterprise
7. MPN Is Centered Around The Needs Of Customers CAPEX CAPEX OPEX Security Virtualization 1. Related Solution Technologies 2. Related Partner Competencies Performance Virtualization Cloud Accelerate Systems Management Windows Azure Office 365 Virtualization Business Intelligence
8. MPN Is Centered Around The Needs Of Customers CAPEX OPEX OPEX Security Virtualization 2. Related Partner Competencies 1. Related Solution Technologies Performance System Center Lync Business Intelligence Server Platform Business Intelligence Messaging Business Intelligence
9. MPN Is Centered Around The Needs Of Customers CAPEX OPEX Security Security Virtualization 2. Related Partner Competencies 1. Related Solution Technologies Performance Windows Server Forefront Forefront Identity Manager Management and Virtualization Cloud Accelerate Business Intelligence
10. MPN Is Centered Around The Needs Of Customers CAPEX Core Benefits OPEX Security Virtualization Performance Business Intelligence
11. Expect MPN To Evolve In A Predictable, Step-Wise Manner Market Forces Advancing Technology Channel Opportunities Create Areas of Examination: That are evaluated with a bias towards simplification, And managed with a steady cadence Expanded Business Models Cloud Evolution IncreasedVertical Emphasis RationalizedCompetencies
12. Take Advantage of MPN 1 Use pre-sales support to close new business Distinguish your business with the partner brand 2 Tap into marketing materials and collateral 3 4 Run your business with internal use rights software 5 Generate leads with your partner profile
13. MEPN Is Your Community - www.mepn.com A growing community of Education Partners: 7,200 Education Partners Growing 35% y/y 13 min. avg. Time on site 180K Pages Views 61% of total Visits from outside North America Representation from all A17 Microsoft Areas
14. MEPN: Benefits for Partners Education Extension to MPN Frequently updated education Headline News Latest education MS Products & technology information Academic Program Center Dedicated Authorized Education Resellers pages Dedicated education Licensing pages Education Partner Marketing resources & case studies Other Program resources: Solution Portfolio, PIL, StF, etc. Community engagement: Blogs; Forums; Videos; Tweets Adding Local info: www.mepn.com/ukwww.mepn.com/us … and more…
15. Next steps – stay engaged Visit regularly www.mepn.com Register for Communiqué bi-monthly newsletter www.mepn.com/aer Fill out Survey Tell us how we can improve www.mepn.com/aer Follow us on Twitter @MsEduPartners
16. Microsoft Pinpoint and the Product Marketplaces Showcasing Microsoft Partner Applications and Services, Supporting Marketing Efforts, and Promoting Sales Opportunities.
17. Pinpoint and the Product Marketplaces Thanks for your interest in Microsoft Pinpoint and the product marketplaces. Topics we’ll cover today: Overview Partner Benefits Demand Generation Channels How Partners Get Listed Success Stories Getting Started Appendix I – Product Marketplaces and Pinpoint Integration Ads Appendix II – Testimonials from Successful Partners
18. Overview What is Pinpoint? A searchable, online catalog showcasing Microsoft partner expertise, applications and services. A lead-generation tool and a free benefit to partners.
19. Overview – A Growing, Dynamic Service New partners and application and service listings are published every day. Currently: Pinpoint is available in 177 countries and in 27 different languages. There are more than 80,000 partners listed worldwide. The Pinpoint catalog contains more than 22,000 software application and 33,000 professional services listings worldwide.
20. Overview – for Customers Pinpoint gives customers: A single, trusted source for finding Microsoft partners and their applications and services. The largest directory of partners and their offerings built to enhance or support Microsoft technologies.
21. Overview – for Partners Pinpoint gives partners: A single tool to list offerings and manage customer-facing information. Further alignment with Microsoft and increased visibility across the web. Opportunities for integration with Microsoft marketing efforts. The distinction of listing on the Microsoft.com domain.
22. Partner Benefits Pinpoint drives qualified leads to Microsoft partners. Business and product groups across Microsoft integrate Pinpoint throughout their marketing campaigns and websites, further increasing partners’ exposure to customers who need their specific applications and professional services.
23. Partner Benefits – Pinpoint Features Partners that showcase their expertise on Pinpoint, benefit from these features: A global reach—partners can list their applications and services in multiple markets and languages. Powerful search, filter, and browse features that help customers easily find partner offerings. Real-time analytics on customer traffic to partner Pinpoint profiles. Customer ratings and reviews so satisfied customers can spread the word about partner offerings. Application selling tools like Demo, Trial, and Download buttons. Prospect inquiries sent straight to partner Inboxes. Relevant prospect details that help partners prioritize and take informed action when responding.
24. Partner Benefits – Pinpoint Guidance Pinpoint provides extensive guidance for selling partner offerings. Partners that optimize their profiles with the keywords customers use to search increase the likelihood getting qualified leads. Partners that create a “complete” profile by integrating key search words, obtaining Microsoft competencies and getting customer reviews see higher rankings for their listings in search results—and are 10 times more likely to engage customers. Find these resources on the Optimize Your Profile page.
25. Partner Benefits – Pinpoint Works The numbers show that Pinpoint is working. In FY12 there were over 7 million visits to Pinpoint. More than 11 million visits are expected this year. Each month, Pinpoint receives 550,000 unique visitors. More than 187,000 customer inquiries are submitted to partners via Pinpoint each month. One in four visitors contact a Microsoft partner for more information or to purchase—via the Email This Company button, phone, email or click-through to the partner website. On average, partners report that 45 percent of inquiries are from customers who are ready to purchase, and more than 30 percent of all customer RFI forms sent through Pinpoint result in an actual sale with an average transaction value of US $16K.
26. 4 Different Demand Generation Channels #3. Custom Stores #1. Search Engines #2. In-Product #4. MS.COM
27. How Partners Get Listed There are 2 steps to get listed on Pinpoint: Join the Microsoft Partner Network. Create Application and Service Listings. For detailed instructions and information on specific requirements, go to the Pinpoint Partner Center.
28. Success Stories Partners around the world are generating quality leads and business opportunities through Pinpoint. Find articles and videos on the Pinpoint Success Stories page. Watch this success story from an education partner in Kenya. (about 4 minutes) Go to the appendix to find quotes from partner testimonials.
29. Getting Started Partners: to learn how to realize the maximum benefits of this free service: Visit the Pinpoint Partner Center. Microsoft Internal Teams: to integrate Pinpoint into websites, marketing campaigns, and other digital marketing assets. Go to the Microsoft Pinpoint and Product Marketplace Integration Options for Business Groups site for more information and further guidance. Use the Integration Request Form for all requests. Schedule webinars, presentations and profiling workshops for partners led by a Pinpoint expert. Pinpoint Contact: Duranee Dodson <v-dudo@microsoft.com>
30. Appendix I Product Marketplaces and Integration Ads
31. Appendix I – the Product Marketplaces What are the Product Marketplaces? Built on the Pinpoint platform, the marketplaces give customers greater visibility to Microsoft partners with expertise in specific Microsoft products. These include: Microsoft Dynamics Marketplace Microsoft Azure Marketplace Microsoft Office 365 Marketplace Microsoft System Center Marketplace
32. Appendix I – the Product Marketplaces Why do we need both Pinpoint and the Product Marketplaces? Microsoft usability studies show that customers search in 2 ways: by Microsoft product and by specific business issue. Product marketplaces give product-savvy customers quick access to specific, product-based solutions. The majority of customers don’t know which product best addresses their needs. Customers can search by business task, issue or objective and filter results to find the right partner and product solution to support their business.
33. Appendix I – the Product Marketplaces Get Listed in the product marketplaces. Partners must follow specific requirements relevant to each marketplace, these include: A published Pinpoint profile. Enrollment in specific programs, such as Cloud Accelerate. Attaining specific competencies related to each product group. Passing specific testing, such as MRP. Go to the Pinpoint Product Marketplaces page to find links to the Get Listed pages for each marketplace.
34. Appendix I – Pinpoint Integration Ads Examples of Pinpoint advertising integration:
35. Appendix II Testimonials from Successful Partners
36. Sally Atkinson Client Relationship Manager Company Net Limited Edinburgh, Scotland “Pinpoint is really the heart of our marketing and also our social marketing strategy. Since we’ve first posted our Pinpoint profile we’re able to track directly that it’s generated for us six figures worth of income. “
37. Kevin Fong Sales Manager Theta Systems Auckland, New Zealand “Customers are coming to us rather than us marketing to them. We don’t need to advertise overseas for our product primarily because Pinpoint does all of the work for us.”
38. Ian Pavlik President Pavliks.com Barrie, Ontario Canada “Pinpoint is a substantial element in our SEO, with about 20 percent of our referrals coming from Pinpoint. It allows us to reach markets across North America that would be more difficult for us to penetrate.”
39. Text/Icon/Pic “Pinpoint is just like Google except in Pinpoint customers can find Microsoft partners that meet their business needs. From the beginning of 2012 until now (April) we have already generated $100K from Pinpoint.” Laura Chrysanti Director PT Kairos Utama Indonesia Jakarta, Indonesia
40. “The interesting data point for me is that we are probably averaging about a lead per day coming out of the Microsoft Dynamics Marketplace, which I think is quite a significant lead generation engine.” David Goad Managing Director eSavvy Sydney, Australia
41. Jill Langford Marketing Manager Itergy Mississauga, Ontario, Canada “Pinpoint for us over the last year has generated quite a few really good qualified leads. I estimate that there may be about 10 percent of our marketing generated opportunities that actually came from Pinpoint.”