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MBS Marketing and Sales Update

MBS Marketing and Sales Update Airlee Gigun | Partner Development Manager, MBS| airleeg@microsoft.com. Agenda. The Lead Process Tools How you engage Go-To-Market Initiatives What are they How you can get involved Targeted or Industry specific marketing activities Advertising

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MBS Marketing and Sales Update

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  1. MBS Marketing and Sales Update Airlee Gigun | Partner Development Manager, MBS| airleeg@microsoft.com

  2. Agenda • The Lead Process • Tools • How you engage • Go-To-Market Initiatives • What are they • How you can get involved • Targeted or Industry specific marketing activities • Advertising • Marketing Tools and Resources • Partner Direct • Ready Set Share • Canadian MBS Page • Microsoft Partner Program • Overview • Key dates

  3. Add in marketing bootcamp • Nov 4 and 5th • In Mississauga • They will be able to register – October 1 • The can register on microsoft.ca/partner/trainingevents • Only 50 spots! • 225$ (Value of 1995) • 50% BDF covered

  4. The Lead Process How are leads distributed to Partners? • Leads are passed to Certified Partners in the Microsoft Partner Program • Leads are delivered to you through your Partner Account Manager (PAM) or the Business Planning Lead Connection Tool (BPLC) How do I get leads? • Talk to your PAM/TPAM • Share your business strengths, expertise with them • Engage in pipeline discussions • Close the loop on all leads you receive What is the BPLC? • Self-service web based application • Enables easy tracking and reporting of progress toward goals and opportunities • Central location for management of opportunities with Microsoft account manager • This is a tool that is in the ramp up phase • Not all partners have access

  5. The BPLC Tool

  6. Accepting or Rejecting Opportunities • Partners will initially evaluate opportunities in the system based on the following information: • Opportunity Description • Customer City • Customer Postal Code • Revenue Estimate • Contact information is not displayed until after an opportunity is accepted or claimed. • This prevents two partners from accidentally contacting the same customer. • Once partner accepts, they can see all information associated with the opportunity, including contact info and opportunity notes. • The system sets a maximum number of opportunities that each partner can have open at any one time – so one partner cannot take them all.

  7. Go-To-Market Initiatives • What are Go-to-Market Initiatives or GTMs? • Comprehensive market initiative • Includes sales, marketing, services and partner elements • Typically focus on customer pain points • What do they mean to you? • Identify relevant GTM activities for your business imperatives • Good fit with your product/service offering? • Alignment with your sales priorities/ customer needs • Align and prioritize your marketing activities • Timely execution • Tele-prospecting • A la carte Tools\Partner Direct\Ready Set Share • Local Advertising • Local events

  8. MBS FY05 GTMs • Business Applications GTM • Business Operations Management • ERP GTM • Connected Customer • CRM GTM

  9. Business Operations Management GTM Objectives • Drive revenue and customer adds in Canada through rich corporate-led marketing campaigns • Equip you with readiness tools and training to enable you to: • execute marketing programs to create demand • identify opportunities and close prospect deals. Goals • Deliver 2,450 sales qualified prospects (SQP’s) to partners • 280,000+ impressions in the marketplace (through direct mail, email, tele-marketing, tradeshows, events, thru-partner marketing) • 443 new customer adds

  10. Key Initiatives – H1 Direct Marketing Activities • Direct Mail - Letters • Horizontal (bilingual), Distribution, and professional services • Audience is BDM (Business Decision Makers) • Different industry selects • Impressions: 40,000 • Email • Horizontal (bilingual) • Audience is TDM (Technical Decision Makers) • Different industry selects • Impressions: 15,000 • Call to action – white paper • “Evaluating Financial Management Software– Five Must- Haves” • “Why Cash is King” • Drop Date: Mid October • Geographic Coverage: National

  11. Key Initiatives – H1 Ran Campaign Wave 1 in 2004 Great results Goals: 40 customer adds and 250K in net rev Actuals: 53 Customer adds and >1 million in net rev This was deals that were not in the pipeline (true net new business) Partners were solely responsible for demand generation Wave 2 MBS driving demand Letter is aggressive in tone Call to action is inbound call only ACCPAC Campaign – Wave 2 – 20,000 DM impression Mid October Geographic Coverage – National Heavier in cities with radio to support Details on offer call in to the partner readiness session Sept 28th 4pm EST Live meeting, should have received details if not contact PAM or Tele-PAM

  12. Key Initiatives – H1 Navision 4.0 Launch • TWO DAYS!!!! • Day 1: Product • What’s new in Navision 4.0 -Michael Rosenørn, Global Product Manager • Navision Business Analytics • Navision 4.0 Manufacturing - Henrik Grann, Senior Product Manager • SQL Support & SQL Performance, Navision - Michael Rosenørn • Monte Carlo Night at the Mississauga Living Arts Centre • Day 2 : Sales and Marketing • SMS&P Canada Update • MBS Sales Update • Navision Marketing and FY05 Marketing Plan • Closing Key Note –René Stockner, General Manager, Navision, Microsoft Corporation • October 6 - 7, 2004 • Microsoft Canada Co, 1950 Meadowvale Blvd, Mississauga

  13. Key Initiatives – H1 Navision Tech Day • Comprehensive technical event for: • IT professionals • Implementation Consultants • Project Managers • Developers working with Microsoft Business Solutions Navision software. • FULL day of content-rich, educational training focused on Navision 4.0. • Get trained by a team of global Microsoft Navision product & technical EXPERTS! • Register today: https://www.exporeg.com/navision/ • October 5, 2004 • Microsoft Canada Co, 1950 Meadowvale Blvd, Mississauga • Fee:

  14. Advertising and PR Strategy • Re-deployment of the radio spots we ran last spring.   • The spots will be running in five cities Toronto : English : CFTR, CHFIFM, CJCL, CFMJ, CILQFM, CFRB, CKFMFM : Sept. 6 for 4 weeks       Go to www.microsoft.ca/growyourbusiness Vancouver : English : CHQMFM, CFMIFM, CKNW, CKLGFM, CKWX : Sept. 6 for 4 weeks       Go to www.microsoft.ca/winningdecisions Calgary     English      CJAYFM, CKISFM, Sept. 6 for 4 weeks       Go to www.microsoft.ca/winningdecisions CHFMFM, CHQR                                  Edmonton English      CFBRFM, CFMGFM, CHED, Sept. 6 for 4 weeks       Go to www.microsoft.ca/winningdecisions CKNGFM                                 Montreal   French     CKGLFM, CKOOFM, CKMFFM, Sept. 13 for 4 weeks      Go to www.microsoft.ca/croissance CKAC                                 Offer: Making Winning Software Decisions

  15. Connected Customer GTM Objectives • Increase Microsoft CRM Partner Engagement • Accelerate CRM Adoption • Continue to drive awareness for the Microsoft CRM business with a customer evidence strategy Goals • Deliver xxxxx sales qualified prospects (SQP’s) to partners • xxxxx impressions in the marketplace • 237 new customer adds

  16. Key Initiatives Direct Marketing Activities – Connected Customer One Direct Mail and one TDM email One Manufacturing One distribution letter One professional services letter Email is horizontal Impressions DM - 45,000 Impression EM – 15,000 Email – October 1st DM – October 18th Geographic Coverage: National

  17. MBS Tools and Resources • Partner Direct • Generate awareness for customers at the beginning of the sales cycle • Build potential sales leads • Up to 5,000 Direct Mails • Drive demand with small and mid-market customers • Ready Set Share • A web-based, automated marketing tool that professionally executes personalized presentations, seminars and workshops through partner co-marketing • Help move clients further along in the sales cycle from awareness to purchase • Invite 100 Customers to a Ready Set Share Event FREE www.microsoft.ca/partner/tools

  18. MBS Tools and Resources Lists • For both tools lists need to be provided by you, Microsoft can not provide its list • List Rental Services are available, some include: • Cornerstone: • http://www.cstonecanada.com/divisions/clb/index.html • D&B • http://www.dnb.ca/ • Harte-Hanks • http://www.harte-hanks.com/cgi-bin/inetcgi/hh/index.jsp www.microsoft.ca/partner/tools

  19. Marketing Tools and Resources • Provides FREE professional full colour Direct Mail sent to existing & prospect customers • Customer data is handled by a third-party that will keep it confidential • Aligns with Microsoft’s Go-To-Markets (GTMs) • French & English versions of the Direct Mails are available • After approval it takes 2-3 weeks to be received by the end customer Partner Direct

  20. Review the 4 easy steps to create a campaign and then click on the “Start Campaign Now!” button

  21. Marketing Tools and Resources Types of Direct Mails • Pre-designed Direct Mails • Contain content about a specific product or Go-To-Market (GTM) • Customize Call to Action and Offer and Contact Information • Customizable Direct Mails • Template and graphics are provided • Content needs be completely customized to highlight your specific software solution • Custom Solution Providers ie. ISVs and Certified Partners

  22. Choose from different Go-To-Market Campaigns and a variety of Direct Mail templates…

  23. Marketing Tools and Resources • Provides FREE personalized direct mail and e-mail invitations • One resource where partners can find all the information they need to hold a presentation/seminar • Available in French – English interface but Frech communications • Aligns with Microsoft’s Go-To-Markets (GTMs) • Sends personalized direct mail and e-mail invitations to customers • Registration site for customers • Content and a detailed agenda • Customer kits including name tags, presentation and Whitepapers • Follow-up thank you and evaluation email to customers Ready Set Share

  24. Select the seminar topic you would like to present. You can view information about the seminar in the “Resource Center”.

  25. Marketing Tools and Resources Types of Seminars • Pre-designed Seminars • Presentation and Invitation are already written • Customize Date, Location, Logo and Contact Information • Customizable Seminars • Invitation and Presentation Templates are provided • Content needs be completely customized to highlight your specific software solution • Custom Solution Providers ie. ISVs and Certified Partners

  26. Customize invitations to include seminar location, seminar date, logo and contact information.

  27. Upload your customer list by dragging and dropping from your Outlook contacts. All customer information is handled by a third party and kept secure and confidential.

  28. Customers receive a direct mail invitation personalized from you 3-5 days after the you set up the seminar.

  29. Customers receive a reminder to register e-mail a week before the event and a reminder to attend the day before the event.

  30. After the Seminar is set up you can view your seminar details, customer registration status, invite additional customers, download survey results and view the resource center.

  31. You can find all of the content you need to host the seminar in the Resource Center as well as other material related to the seminar topic.

  32. Marketing Tools and Resources • A resource page with all Canadian Content • Events • Canadian web and live event info • Navision 4.0 Launch and Tech Day • CRM Web Session • Canadian Briefing • Canadian marketing calendar • French brochures and a la carte pieces • Product pages for ERP and CRM products • Promotions • Price lists • Local news • Partner opportunities • Canadian advertising schedule Canadian MBS Web Page

  33. Marketing Tools and Resources • Supplement to PartnerSource specifically for Canadian partners • Continue to use PartnerSource for all your main information but use this site as a quick access for local Canadian activities. • Information on specific Canadian pricing, product offers and promotions as well as marketing campaigns, advertising and opportunities for partners is all housed in this one easy to navigate site.

  34. Marketing Tools and Resources • Turnkey Marketing Programs • No longer available to Canadian partners • Why? • A la Carte Marketing Tools • Still available to Canadian partners • Look to the new Canadian site for localized versions • US Resources and Programs • How do they differ from Canadian programs? • Business Development Funds • Will continue • Looking to revamp to align with the MSPP

  35. Gold Certified Partner Advantage Certified Gold Certified 80 hours 100 hours Services Account Mgr Preferred Plus 4 hours 8 hours Technical Services Certified Gold Sr. SupportProfessionals Senior Support Professionals Registered Member Preferred Support Usage Reports Customer Valuation Reports Monthly Support Usage Reports Foundation Certified Gold 25 seats 50 seats Foundation Library 8 seats 10 seats Foundation Library 2 seatsFoundation Library 4 seats 6 seats Foundation Library 10 12eCourses 1 eCourse 8 10 eCourses 4 6eCourses 25% 35% eCourse discount 25% 35% eCourse discount 25% discount on eCourses 25% 35% eCourse discount 200 300Support Incidents 100 150Support Incidents 20 Support Incidents 50 75Support Incidents 30 minuteResponse Time 8-hourResponse Time 3-hour 1-hourResponse Time 3-hourResponse Time Consultant Resource Center Consultant Resource Center Consultant Resource Center Consultant Resource Center Flex Services Flex Preferred Services MSPP and the MBS Competency 1. Microsoft Partner Program (MSPP) $2205 CDN 2. MBS Partner Service Programs Overview 3. Reseller Terms and Conditions Registered Member MBS Solution Provider Agreement (SPA) Regional Operation Centers (ROCs) -- Competencies -- -- Brand-- Consolidated Ordering SPA Contract -- Benefits-- -- MBS Services -- • Authorization to order • License and enhancement discounts • Terms and Conditions -- Investment--

  36. MSPP and the MBS Competency September 30, 2004 • Deadline to accept your pre-approval status and enroll into the Microsoft Partner Program and Competency OR • Meet pre-approval criteria for; • MSPP (Microsoft Partner Program) • MBS Competency • ISV/Software Solutions Competency • Learning Solutions Competency October 1, 2004 • MBS Services - Flex Preferred incident price increase • To learn more about them to go PartnerSource > Partner Essentials > Partner Programs July 31, 2005 • Sign the SPA

  37. Q&A

  38. Thank You

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