PSX Overview for Partners

1. PSX Overview for Partners FQR 2013

2. Agenda • Overview of Partner Sales Exchange (PSX) • Signing in to PSX • Adding Opportunities • Using the Opportunity Template • Sharing Opportunities • Managing Shared Opportunities • Managing Leads • Managing Incentives • Reports Tab • Settings Tab • Diagnostics and Troubleshooting

3. Objectives • By the end of this session you will be able to: • Identify and describe the value of PSX • Complete the initial setup process to sign in to the tool • Add opportunities and share them with your PAM • Work with opportunities in the offline template • Manage opportunities in the Update Shared and Leads tabs • Request Incentives for your opportunities • Capture diagnostic settings and recognize common error messages

4. What’s New in PSX • The updates for this PSX release include: • Updated Incentive Status Values • Proof of Execution now required for SIP Incentive Requests • SIP Agreement ID no longer editable in PSX

5. Overview of Partner Sales Exchange (PSX)

6. Overview • PSX is a pipeline management tool for Partners to share opportunities with Microsoft • The goal of PSX is to simplify how Microsoft and Partners work together on opportunities • PSX delivers an innovative, agile Partner pipeline management experience, built entirely on Microsoft technologies and best practices • There are 3 key benefits of PSX: • Receive financial incentives for your pipeline creation efforts • Promotes co-selling with Microsoft to help you close more deals faster • Enables you to reach advanced competencies in the Microsoft Partner Network

7. Getting Started • Partner must be enrolled in Microsoft Partner Program: • https://partner.microsoft.com/40032508 • Your MPN ID is a mandatory field needed in the PSX onboarding process • If you are an unmanaged partner, visit: https://partner.microsoft.com/global/partner?countrycode=worldwide • For initial access, Partners should provide their PAMs with: • First and Last Name • Microsoft account email address – preferably same one used with MPN • Partner account name

8. System Requirements • Operating System • XP SP2 • Vista • Win 7 or Win 8 • Note: We are not officially testing PSX on Mac • Browsers • IE 6: look for KBs for known issues • IE 7 • IE 8 • IE 9: recommended resolution 1024x768 or above & Silverlight v4 • IE 10 • Firefox: look for KBs for known issues • Silverlight • v3 - minimum required • V4 is being tested for backwards compatibility, look for KB • Hardware • No minimums yet

9. Initial Sign In to PSX

10. Welcome Email • New Users will receive a Welcome Email • For the initial sign-in process new users should use the exact same email address where they received the Welcome Email • After initial sign in, users can quickly access PSX by bookmarking the PSX URL as a Favorite • PSX URL: https://psx.partner.microsoft.com/psx/signin.aspx PSX Administration (gsxqlpp@microsoft.com) John.Doe@partner.com

11. Signing In • Users should click Sign In to provide Microsoft Account credentials • Otherwise, users are directed to their PAM if they do not have a registered account for PSX

12. Initial Sign In • When requesting access it is recommended that you use the same Microsoft account as your MPN login information, especially if you will access PSX from the MPN link • If desired, you may create a new sign in ID, but if it is different from the MPN login information your credentials will not be passed between the two programs

13. Initial Sign In – Terms and Conditions New PSX Users must accept the Terms and Conditions Access to PSX is denied. The PSX Privacy statement was declined during the sign-in process. To access PSX, please sign out, and sign in again and accept the Privacy Statement. Access is not allowed if you decline the Terms and Conditions

14. Initial Sign In – Choose Initial Settings • Choose Initial Settings • Appears during the first sign in process • After your initial login you may modify these settings at any time on the Settings tab • These settings are used for the signed-in user for each new opportunity they create. See also the Settings Tab module • The Language & Region Settings drive all the date formats, currency formats and other cultural settings PSX for the current user • The Partner Sales Representative (PSR) is the primary person from the Partner account that Microsoft can contact to collaborate on the opportunity and can be a non-PSX user

15. Help Button • Find additional help in PSX by clicking the blue Help button on the top-right corner of PSX

16. Subsequent Sign-ins • After initial sign in, all users can quickly access PSX by bookmarking the PSX URL as a Favorite • PSX URL: https://psx.partner.microsoft.com/psx/signin.aspx • If the direct link to PSX does not work try copy/pasting the URL into the address bar of your browser

17. Common Errors for User who can’t access PSX from MPN • Accessing from MPN will direct you to PSX. This error appears if you do not have an account for PSX.

18. FAQs – Signing In • Q: How do I get set up with PSX? • A: Partners should contact their PAM. • Q: I am not a managed partner – how do I get access to PSX? A: Partners should visit: https://partner.microsoft.com/global/partner?countrycode=worldwide • Q: I was able to log into PSX before without issue and now I am getting an Access Denied error? • A: Please check if you have other Microsoft account email open in your browser or in the Task Manager and closed all IE sessions then restart again. If the error continues then contact the RSC to further investigate. • Q: I lost or don’t have my Welcome Email. What should I do? A: You may login to PSX without your Welcome email using the PSX URL https://psx.partner.microsoft.com/psx/signin.aspx. If you are not able to login to PSX contact your PAM to confirm your access has been set up. Check your SPAM folder for your Welcome Email if you encounter any issues when logging in. • Q: Must I use the same Microsoft account for PSX as for MPN? • A: No, but if you do use the same Microsoft account you will save time since you will able to navigate between them with out re-entering your credentials • Q: I forgot my Microsoft account password, how can I reset it? • A: Users can reset their Microsoft account password using the Forgot your password? link on the sign in page.

19. Adding Opportunities

20. PSX Home • PSX opens to the Home tab each time you sign in, allowing you to navigate to the three most common opportunity management pages: • Add or Import: create new opportunities • Update Shared: manage opportunities that you have shared with Microsoft • Accept Leads: act on opportunities shared with you by Microsoft

21. PSX Help & Refresh Data • You may access PSX Help and Refresh Data from anywhere in PSX: • PSX Help: scroll to the top right-hand corner and click on the blue question mark ( ) to access Help while in PSX. • Refresh Data: available anywhere in PSX, this button ( ) allows you to refresh the data displayed in the Update Shared tab with data from the server. • Your local data on the Update Shared tab is only refreshed when you click Refresh Data, not as you move between tabs

22. Add or Import Tab • The AddorImport tab allows you to • Manually add individual opportunities • Import opportunities created in the Opportunity Template • Delete unshared opportunities • Select individual opportunities to share with Microsoft • Freeze the Customer and Opportunity Name columns so they remain visible while the rest of the sheet scrolls • Search for opportunities on the Add or Import tab

23. Add or Import Buttons • Import your opportunities to PSX on the Add or Import tab. The opportunities in this view are visible to only you on only the computer where they are added. Only when you share opportunities with Microsoft will your PAM will have visibility to the new or updated opportunity details Download the Excel template to populate opportunities offline Add an individual opportunity with in the UI Register the selected opportunity for an incentive Freeze the Customer and Opportunity Name columns Search all fields for any term Import an Excel file containing multiple opportunities Share selected opportunities Delete individually selected or all opportunities in this view Remove Matches from uploaded values

24. Freeze Columns • Freeze the Customer and Opportunity Name columns when scrolling to the left • PSX highlights the frozen columns in yellow. • Click button to freeze columns, click button again to unfreeze • Available in both the Add or Import and Update Shared tabs • Only these two columns can be frozen • Frozen columns hide some columns, they will not be displayed when Freeze is applied Add or Import tab – columns New/Update Update Shared tab hidden columns: Last Modified, MSFT, message column

25. Remove Matches • The Remove Matches button removes all the value mappings stored for the selected field in the Addor Import tab • For example, if you have created 5 mappings for the sales stage field, and you select the sales stage field of any record and click Remove Matches, all 5 mappings that were created for the Sales Stage field would be deleted. You will need to recreate the map dictionary for that field. • See Value Mapping and Corrections for more information

26. Adding Opportunities • Click Add Entry to add a new opportunity • Complete required fields (marked with an asterisk ( * )) • PSX will move the cursor to the next field as you complete a field, but you may use the arrow key or mouse to navigate as well • Click in fields to generate a drop-down list, or begin typing to filter lists for desired information. A matched value will populate with an underline under the completed value • Note that the top row indicates what to populate in each field

27. Copy & Paste in PSX • Copy & Paste in PSX is not recommended due to Silverlight, however: • It is recommended that you copy and paste into the Opportunity Template (in Excel) and then import the data • PSX allows users to copy & paste text into a single text field in the PSX UI using Ctrl+C and Ctrl+V • Double-click in the text field to activate the cursor in order to paste

28. Selecting Customers • To search for previously used customers: • Begin typing with the cursor in the Customer field • Previously selected customers will appear in a drop down menu • If a match is found, click the Customer name from the list to select it

29. Matching Customers • If your customer does not appear: • Click Search Microsoft Customer Database to search the Microsoft database for all available customers • Complete required fields (marked with * ) and click Search

30. Submit a New Customer Search Results from the Microsoft Customer Database • If the customer you need is not in the Microsoft Customer Database you may Submit a New Customer • If the customer you need is found, click Select (hold your mouse over the Customer to display the Select button) • If your search returns more than 100 results you will need to narrow your search and will not be able to Submit a New Customer

31. New Customer Submission Add the new customer details in the New Customer Submission window • Complete all required fields (marked with *) • Click Add when finished • Once you’ve added the New Customer you will be able to select the New Customer in the Add or Import Tab

32. Deal Size • You may add more details for Partner revenue for an opportunity by clicking Details in Deal Size • Deal Size revenue should reflect any Partner revenue that is not Microsoft product revenue • Deal Size may be separated into 3 types of revenue (Hardware, Software or Services) • Up to 10 entries may be added • Note that once detailed revenue has been added, PSX will display the total of all detailed revenue in the Deal Size field • Note that PSX will overwrite any amount that was entered prior to adding detailed revenue • Note that Deal Size Software Revenue is not the same as ERP. ERP represents only Microsoft product revenue.

33. Adding Products To add products: • Begin typing in the Products field • Select the product from the drop-down • If there is a version (indicated by the black triangle), select the version • Provide Quantity and Price and click Done when finished • Step off the field to save the products to the opportunity

34. Adding or Deleting Products Delete Product Add Product To add a product • Double-click the plus ( + ) sign after the last product • Begin typing in the second line and select the product • Repeat the same process as for the first product To delete a product • Double-click the x next to the product • To confirm click Delete • If the Do not show me this message again box has been checked you will not see this message

35. Assigning Partner Sales Reps to Opportunities • The Partner Sales Rep (PSR) is the primary person from your Partner account that Microsoft can contact to collaborate on the opportunity • When you add a new opportunity, PSX will auto-populate the Partner Sales Rep field with the Default Partner Sales Rep from the Settings tab • To change the PSR • See also Adding or Removing PSRs from PSX • Click in the PSR field, • Delete the previous name • Begin typing to display the list of available PSRs • Select a different PSR from the list

36. Selecting Partner Location • If you are a Partner Opportunity Administrator (POA) for more than one Partner Account then you will be able to select different Partner Locations • Contact your PAM to be assigned as a POA for your Partner Account

37. Deleting Opportunities on the Add or Import Tab You may only delete opportunities that have not been shared with Microsoft from the Add or Import tab: • Highlight a single opportunity and click Delete • Use Filter to display certainly opportunities and then click Delete All to delete the displayed opportunities • Note: If the opportunities are filtered due to a search, only the visible opportunities will be deleted when Delete All is clicked NOTE that shared opportunities may not be deleted from PSX • Updates to shared opportunities may be displayed on the Add or Import tab. If you Delete a Shared Opportunity from the Add or Import tab, only the unshared updates to the Shared opportunity will be deleted, not the opportunity itself. • However, for duplicate opportunities you may set the Sales Stage to Disengaged, and for the Close Reason select Duplicate/Pipeline Cleanup • See also Shared Opportunities Cannot Be Deleted in PSX

38. FAQs – Opportunities & Add or Import Tab • Q: I don’t see the correct Partner Sales Reps listed in PSX. • A: You should contact your PAM to have PSRs added or removed from PSX • Q: Why can’t I copy and paste into a field in PSX? • A: It is not recommended that you copy & paste in PSX (due to Silverlight). You may copy and paste into the Opportunity Template (in Excel) and then import the opportunities into PSX. • Q: How can I delete an opportunity from PSX? • A: You may delete opportunities that have not yet been shared with Microsoft by using the Delete or Delete All buttons in the Add or Import tab. Shared Opportunities cannot be deleted in PSX. • Q: How can I identify a Compete opportunity? A: PSX does not have a field to identify a Compete opportunity, therefore you should add “Compete” to the opportunity description. Q: How should Solution Incentive Partners enter licensing information if they do not know the quantities and/or Net Price? A: SI Partners should make a rough guess or enter 1.00 (or a single unit of their currency), and then have a conversation with their PAM. • Q: If a Partner is managed by an SMSP PAM (TPAM) should the Partner enter all their opportunities into PSX, including EPG opportunities? A: Yes, a partner should prioritize the most important opportunities and enter them into PSX first. The opportunity may be for either an EPG or SMSP Customer. Q: When I Freeze columns the first 3 columns are hidden. Can I display them with Freeze columns applied? A: No. To display those columns you must remove Freeze columns. • Q: Why can’t my PAM view my opportunity? A: Your PAM will only be able to view an opportunity once you have shared it. • Q: I can’t share an opportunity. How can I share an opportunity? A: PSX does not allow you to share an opportunity until all fields display correct (PSX) values. Opportunities that require corrections display an error icon in the first column and the incorrect field is outlined in red. Once those corrections are made PSX will allow you to share the opportunity • Q: Where is my old data? • A: Not all opportunity data is visible in PSX. PSX shows all open opportunities, but only displays closed opportunities for the past 2 years.

39. Using the Opportunity Template

40. Downloading the Opportunity Template Up to 500 opportunities may be imported at any one time using the Opportunity Template • Do not change any of the column titles or rearrange the order of the columns in the Excel spreadsheet • Complete the required fields (marked with an asterisk and in red) • It is recommended that you read the Getting Started sheet for Instructions and Best Practices to successfully import opportunities into PSX • Use the current version of the template to ensure that all new fields are captured (e.g., column header AR is titled Partner Incentive Comments in the current template) • PSX will not accept an old template. If you believe that PSX is not correctly importing your data, confirm that you are using the correct template or download a current template

41. Opportunity Template Tips • To ensure a successful upload, please do not: • Add columns (except for Products) or remove columns • Change the formatting of the cells • Change the name of the Opportunity tab • Keep the spreadsheet open when you attempt to import it (the spreadsheet must be closed). • Do not change any of the column titles or rearrange the order of the columns in the Excel spreadsheet Please do: • Complete the required fields (marked with an asterisk and in red) • Ensure that you are using the current template. If you are not sure, download the current template from PSX or contact your Regional Service Center (RSC) Note: it is recommended that you include a street address to improve the search results and find the correct customer

42. Incentive Requests in the Opportunity Template • You may include Incentive requests when using the Opportunity Template. • See Registering for Incentives in Bulk for more information

43. Importing Opportunities Once you have populated and saved the template click Import File • PSX checks the Microsoft and Partner ID to determine if the opportunity is new or updating • If an opportunity with a Microsoft or Partner ID is imported multiple times, the existing data in the Add or Import tab will be overwritten by the newer import • If an opportunity without an ID is imported multiple times, the record will appear multiple times

44. Import Report The Import Report tells you the status of your imported data • Some values could not be updated • Indicates that some values were not imported. Placing the mouse over the “Why” text will indicate the reason some values could not be updated, such as the user is not allowed to change a value like customer or location, or the provided field value is too long • Some values could not be imported • Indicates that more than 500 rows were present in the table and the additional opportunities were not imported

45. Customer Account Search for Bulk Upload • PSX uses an automated search process to match the correct Customer Account to opportunities that are imported via the Opportunity Template (Bulk Upload) • This automated process only applies to opportunities entered via Bulk Upload using the Opportunity Template • Customer city and Customer country are required in the template to improve the search results for the automated process • You do not need to correct the Customer Account in the PSX UI if the automated process does not find a matching customer account • Updates from the automated process will appear in the PSX UI when you click Refresh Data or if you sign back in to PSX • The automated process runs every 6 hours in the background, so you may not see the customer match in the opportunity for up to 6 hours

46. Error Icon Corrections • An error icon will appear in the first column if there is an error in that opportunity record • Fields with errors will appear in red • Hover over an error with your mouse to display an error explanation • For information on resolving errors from importing mismatched values in the template, see the Value Mapping and Corrections section

47. Conflict Indicator and Overwriting Existing Data If another user has updated a shared opportunity that you are importing changes for, a Conflict Indicator will appear in the New/Update field. Click the icon to view the conflicts. • PSX asks you to resolve the conflict for each conflicting value. • You can select the imported value or the value provided by the other user by clicking on the option. Click Save & Close to save the changes and close the conflict window.

48. Trouble importing templates Recommendation: Start with the existing template available on the Add or Import or start with a new export the Update Shared tab • The template must be saved as Microsoft Excel up to 2010 format • Do not change the column header names or column order in the template • Do not change the file extension of the template • Do not change the formatting of the template Download blank template Download shared opportunities

49. Viewing opportunities previously added • Only shared opportunities are visible between machines • The table of opportunities visible on the Add or Import tab are computer-specific • If opportunities were imported on one machine such as a laptop, and the user is now on another machine, such as a desktop, the opportunities will not be visible on the Add/Import view. This ensures partner opportunities are not visible to others until they are shared.

50. FAQs – Opportunity Template Q: I can’t import my Opportunity Template. Why? A: PSX will not import a template if the column header names or the order of the columns have been changed. Also, do not change the file extension name of the template. Check the Opportunity Template Tips slide for more information. • Q: I have errors in the opportunities imported from the Opportunity Template. What should I do? A: You must correct these errors in the PSX UI. Localized self-serve training is available for you on how to import opportunities and correct errors on the PLX at: https://partner.microsoft.com/40149547. Check these slides for more information: Error Icon, Conflict Indicator, Value Mapping section. • Q: Why can’t I see opportunities that I’ve imported into PSX? A: Unshared opportunities are visible only on the machine where the import was completed, while shared opportunities are visible between computers. Check if you are on a different machine than the one where you completed the import. Note that shared opportunities are visible on the Update Share tab, while unshared opportunities are visible on the Add or Import tab Q: PSX is not importing my data properly. Why? A: Confirm that you are using the current PSX Template by opening your template and confirm that cell A1 displays Error Description and not Opportunity Name. If your template displays Opportunity Name you are using an old template. Go to Updating an Old PSX Template with the New Fields to update your template and resolve the issue.