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Accelerate your business growth with Cloud Enablement Desk

Accelerate your business growth with Cloud Enablement Desk. John Mighell Sr. Business Strategy Manager - Partner. I-PWM142H. Session outcomes. Explore the business acceleration opportunity available through engagement with the Cloud Enablement Desk Business objectives:

december
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Accelerate your business growth with Cloud Enablement Desk

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  1. Accelerate your business growth with Cloud Enablement Desk John Mighell Sr. Business Strategy Manager - Partner I-PWM142H

  2. Session outcomes Explore the business acceleration opportunity available through engagement with the Cloud Enablement Desk Business objectives: Hear about all the great services CED provides Know how to sign up, either online or on the spot Get excited about how CED can help accelerate your cloud business maturity and take advantage of modern selling approaches to reach more customers

  3. Microsoft Partner Engagement Models Managed Provide a programmatic foundation to support the Build-with, GTM & Sell-with motions Cloud Enablement Desk Led Engagement Accelerate HiPo partner growth through dedicated specialist engagement Digital Experiences Provide a digital service for the needs of the broad ecosystem by serving up the best content, contextually at the right time to our partners

  4. Microsoft development journey for un-managed partners SIGN UP BUILD A PRACTICE ACCELERATE SALES Develop scalable solution with tele-specialist 6a Attend monthly calls with MS tele-specialist Create your Business Profile to connect with customers Develop solution and transact through Indirect Providers Develop your practice through a guided experience Scale solution sales through marketplaces Sign up and receive benefits Evaluate paid starter offer (optional) Get started SilverCompetency Determine engagement model Gold Competency Co-sell 4 6b 2 1 8 9 7 10 11 5 3 Onboard with preferred indirect provider Go to Partner.Microsoft.com Go to partner.Microsoft.com/membership to sign up for an MPN ID Select from priority practice guided experiences: • Modern desktop • Collaboration • Security and compliance • Dynamics 365 • Cloud infra and management • Data and AI • Application Innovation Follow this guide to develop and register your profile Onboard with Microsoft Marketplaces and/or indirect provider marketplaces Evaluate Silver competency EvaluateGold competency Work with the Cloud Enablement Deskto register your solution in the co-sell catalogue Purchase Microsoft Action Pack to gain access to MS licenses and kickstart your practice High potential partners identified within the guided experience are eligible for continuing direct with Microsoft while others scale on their own or via indirect providers Develop scalable solution through guided experience 6c Continue with preferred digital guided experience Committed to Microsoft and highly involved in programs Engaging with Microsoft opportunistically Building commitment to Microsoft but primarily leveraging free ornon-gated content Investing capital in building and acceleratingtheir MSFT practice PARTNER MINDSET MPN Support, MPN Benefits, Tech Support

  5. Cloud Enablement Desk Services Detail Partner Center Lead Share Activation • Graduation Criteria: Business profile set up and partner is receiving leads Competencies and MAPS Uptake • Graduation Criteria: Partner has purchased appropriate Competency/Offer for their business Solution Onboarding to Marketplaces • Graduation Criteria: Solution posted on marketplace and discoverable by customers Benefits Utilization • Graduation Criteria: Partner is aware of available benefits and utilizing relevant services to grow their business Solution Onboarding to Co-Sell • Graduation Criteria: Solution posted on internal co-sell tool and discoverable by sellers

  6. Cloud Enablement Desk Services Detail Partner Center Lead Share Activation • Graduation Criteria: Business profile set up and partner is receiving leads Competencies and MAPS Uptake • Graduation Criteria: Partner has purchased appropriate Competency/Offer for their business Solution Onboarding to Marketplaces • Graduation Criteria: Solution posted on marketplace and discoverable by customers Benefits Utilization • Graduation Criteria: Partner is aware of available benefits and utilizing relevant services to grow their business Solution Onboarding to Co-Sell • Graduation Criteria: Solution posted on internal co-sell tool and discoverable by sellers

  7. Cloud Enablement Desk Services Detail Partner Center Lead Share Activation • Graduation Criteria: Business profile set up and partner is receiving leads Competencies and MAPS Uptake • Graduation Criteria: Partner has purchased appropriate Competency/Offer for their business Solution Onboarding to Marketplaces • Graduation Criteria: Solution posted on marketplace and discoverable by customers Benefits Utilization • Graduation Criteria: Partner is aware of available benefits and utilizing relevant services to grow their business Solution Onboarding to Co-Sell • Graduation Criteria: Solution posted on internal co-sell tool and discoverable by sellers

  8. Cloud Enablement Desk Services Detail Partner Center Lead Share Activation • Graduation Criteria: Business profile set up and partner is receiving leads Competencies and MAPS Uptake • Graduation Criteria: Partner has purchased appropriate Competency/Offer for their business Solution Onboarding to Marketplaces • Graduation Criteria: Solution posted on marketplace and discoverable by customers Benefits Utilization • Graduation Criteria: Partner is aware of available benefits and utilizing relevant services to grow their business Solution Onboarding to Co-Sell • Graduation Criteria: Solution posted on internal co-sell tool and discoverable by sellers

  9. Cloud Enablement Desk Services Detail Partner Center Lead Share Activation • Graduation Criteria: Business profile set up and partner is receiving leads Competencies and MAPS Uptake • Graduation Criteria: Partner has purchased appropriate Competency/Offer for their business Solution Onboarding to Marketplaces • Graduation Criteria: Solution posted on marketplace and discoverable by customers Benefits Utilization • Graduation Criteria: Partner is aware of available benefits and utilizing relevant services to grow their business Solution Onboarding to Co-Sell • Graduation Criteria: Solution posted on internal co-sell tool and discoverable by sellers

  10. Cloud Enablement Desk Services Detail Partner Center Lead Share Activation • Graduation Criteria: Business profile set up and partner is receiving leads Competencies and MAPS Uptake • Graduation Criteria: Partner has purchased appropriate Competency/Offer for their business Solution Onboarding to Marketplaces • Graduation Criteria: Solution posted on marketplace and discoverable by customers Benefits Utilization • Graduation Criteria: Partner is aware of available benefits and utilizing relevant services to grow their business Solution Onboarding to Co-Sell • Graduation Criteria: Solution posted on internal co-sell tool and discoverable by sellers

  11. FY20 Cloud Enablement Desk (CED) Delivery Sites 3 5 EMEA 28 CPS Teleperformance: Lisbon, Portugal 1 Japan 3 CPS Relia: Tokyo, Japan North America 32CPS Concentrix: Kingston, Jamaica 4 APGC 11 CPS Concentrix: Kuala Lumpur, Malaysia 2 LATAM 18 CPS Teleperformance: Bogota, Columbia 5 Delivery Sites  92 Cloud Program Specialists 15 Languages Supported Languages supported APGCEnglish Mandarin Cantonese Korean EMEAEnglish French German Spanish Italian Portuguese Russian Arabic Polish Czech LATAM English Spanish Portuguese North AmericaEnglish JAPAN Japanese

  12. Utilize the CED in key scenarios The CED can help your business at different stages in your journey, with assistance tailored to meet your specific needs. Consider some of the below scenarios WHEN YOUR ORGANIZATION IS: 2 3 4 5 1 Evaluating strategies to reach more customers by taking advantage of all the tools, programs, and processes Microsoft has to offer Seeking GTM assistance or would like to enhance overall marketing effectiveness Looking to enable your solution for co-sell, in order to share and accept leads with Microsoft sellers Considering a competency to differentiate your business Requiring technical expertise to skill-up your workforce, drive pre-sale consultations and streamline deployments

  13. FY20 CLOUD ENABLEMENT DESK In-scope services Out of scope items CED is not a support desk. Partners in need of single issue (ex. Partner Center sign-in) or technical issues should engage Frontline Support Goal: Accelerate partner cloud business maturity and utilization of modern selling approaches • Pipeline management • Solution sales • Product pricing, customization & quotes • Deals consultation or recommendation • Pricing, billing or SKU Guidance • Providing leads • Meeting with potential clients • Complex Licensing & Pre-Sales questions • Partner Center troubleshooting • CSP Billing • Break fix and technical support

  14. Accelerate your businesswith the Cloud Enablement Desk (CED) Work 1:1 with a dedicated specialist to accelerate your cloud business and utilize the best modern selling approach Microsoft has to offer. A CED engagement lasts 6-9 months and is free for eligible partners. Utilize the Cloud Enablement Desk if you are: “It’s a very valuable service. We’re driving more consumption with Azure and (our customers) want to increase their plans with Microsoft.” - Naha Kayani, CEO, Zeurix Evaluating strategies to reach more customers Seeking Go-To-Market help or would like to enhance your overall marketing effectiveness Requiring technical expertise to skill-up your workforce, drive pre-sale consultations and streamline deployments Zeurix has seen a 30% increase in Azure consumption since engaging the CED. Considering a cloud competency to differentiate your business Looking to enable your cloud solution(s) for co-sell • Non-managed partner • Has a Microsoft Partner Network ID (sign up here) • Developing or built repeatable scalable app or solution Eligibility Sign up today at aka.ms/CEDnominate

  15. Your outcome Next steps… Go to aka.ms/CEDnominate to sign up now Visit the Cloud Enablement Desk booth to speak with our specialists

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