Accelerate Building and Delivering Solutions for System Integrators

1. AP024 Partner Session Accelerate Building and Delivering Solutions for System Integrators Jason Clarke Partner Technology Advisor

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3. Twinkle, twinkle, little star How I wonder what you are Up above, the sky so bright Like a diamond in the night Twinkle, twinkle, little star How I wonder what you are Scintillate, scintillate globule aurific Fair wonder I fathom thy nature specific Loftily poised in the ether capacious Strongly resembling a gem carbonaceous Scintillate, scintillate globule aurific Fair wonder I fathom thy nature specific

4. Objective Agenda The Microsoft Platform (What we sell) Infrastructure Optimisation (IO) Core IO, BRIO, APIO and Cloud How we sell Segments, roles and acronyms MSSP Roles The Partner programs to support selling SIP PSX PCI CIE MPCA • In This session we will take an unplugged look at how the Microsoft technology and solutions, across the entire platform, can deliver highly profitable practices and services. • The aim is to give you an inside look at how the strategies are planned and executed within Microsoft and what investments/support we are making to help develop your practice/service and increase revenue.

5. How Microsoft sells the platform solutions Infrastructure Optimisation RPS Platform Solution Product Licensing Reengineer discussion / Pre Sales IO + VL = incr. RPS

6. Why Infrastructure Optimisation?

7. Key Platform Capabilities Optimised end user experience Messaging CRM and ERP Content management & Collaboration Presence & Communication Systems management and security Identity and access management Active Directory Tablet PC Web PDA Mobile Voice Data storage and management Platform and network services

8. Underlying Technologies Office Internet Explorer Win 8 MDOP Windows Phone Dynamics Exchange Server Dynamics SharePoint Lync System Center Forefront Active Directory Active Directory PC Tablet Web PDA Mobile Voice SQL Server Windows Server Hyper-V

9. Segments, Field Roles and Acronyms

11. Linking Microsoft roles to the MSSP Account manager ATS ATS Probability NA 0% 10% 20% 40% 60% 80% 100% NA EPG SSP TSP Account manager PTA Sales Stage Qualify SMS&P Demand Generation Prospect Proof Deploy Support Develop Solution Close TSS CTS

12. How we Work with Partners in SMS&P 1 Our Partner Field Roles drive relationships, practices and sales with Solution Partners… Partner Account Manager Partner Technology Advisor 2 …Leveraging a broad set of programs and investments to accelerate results… Life Time Relationship Selection Co-selling 3 …Supported by the scale systems of Microsoft globally Solution Incentives Reseller Incentives To/Thru Partner Marketing POC/Pilots Partner Learning Center Partner Marketing Center Partner Portal Sales Resources Partner Skills/Readiness DPS / Accelerate Technical Support Partner Skills/Readiness DPS / Accelerate

13. MSSP, programmes and incentives • Sales Process Overview • Prospect / Qualify (20%) • Develop (40%) • Solution (60%) • Prove Value (80%) • Close (100%) • Deploy (120%) Validate opportunity & identify sponsor Develop customer requirements Present solution Demonstrate capability to exceed requirements Negotiate & finalize contract Finalize deployment, execute, & support PCIMicrosoft Cloud Value Proposition and Customer Journey Project Business Case Tool Return on Investment in Microsoft Cloud Technical Case Presentation Why Microsoft’s Private Cloud solution is best Fast Track Program Cloud Assessment ToolNeeds Discovery • Through-PartnerTo-Customer Tools • PSX Decision Framing PresentationProject Selection License Cost Presentation Deployment Guides Service Provider Lighthouse Program Programs to support solution wins and deployment ECI LAR Bounty MPCA BIF MPCA POC Mega Win Program • To- Partner Incentives SIP PVDPS Bid Architect for GSIs & NSIs Share Jumpstart • To- Partner Value Proposition Business Opportunities for Partners with Microsoft Private Cloud SI/S-LAR Hoster

14. Objective Agenda The Microsoft Platform (What we sell) Infrastructure Optimisation (IO) Core IO, BRIO, APIO and Cloud How we sell Segments, roles and acronyms MSSP Roles The Partner programs to support selling SIP PSX PCI CIE MPCA • In This session we will take an unplugged look at how the Microsoft technology and solutions, across the entire platform, can deliver highly profitable practices and services. • The aim is to give you an inside look at how the strategies are planned and executed within Microsoft and what investments/support we are making to help develop your practice/service and increase revenue.

15. Twinkle, twinkle, little star How I wonder what you are Up above, the sky so bright Like a diamond in the night Twinkle, twinkle, little star How I wonder what you are Scintillate, scintillate globule aurific Fair wonder I fathom thy nature specific Loftily poised in the ether capacious Strongly resembling a gem carbonaceous Scintillate, scintillate globule aurific Fair wonder I fathom thy nature specific

16. Visit the Microsoft Showcase:See | Learn | Connect Services & Devices Exhibitors & Sponsors Infrastructure & Platforms Business Applications Immersion Experiences

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