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Microsoft Partner Infrastructuur Business Update 2010

Microsoft Partner Infrastructuur Business Update 2010. Marius Spijkerboer Partner Account Manager 4 februari 2010. Agenda. 10.00 Opening Marius Spijkerboer 10.10 De markt, de resultaten en de partnerstrategie Diane Janknegt

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Microsoft Partner Infrastructuur Business Update 2010

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  1. Microsoft Partner Infrastructuur Business Update 2010 Marius Spijkerboer Partner Account Manager 4 februari 2010

  2. Agenda • 10.00 Opening Marius Spijkerboer • 10.10 De markt, de resultaten en de partnerstrategie Diane Janknegt • 10.30 Microsoft Infrastructuur business prioriteiten Frank Muller • 11.00 Pauze • 11.15 Partner sales en technical readiness programma’s Peter Heldens/Wim van Vliet • 12.00 Partner Programma Renata Bignardi • 12.20 Lunch • 13.00 Product - Technical Tracks & Sales - Marketing Tracks • 15.50 Pauze • 16.00 Cloud computing: Microsoft’s Online strategie Peter de Haas • 16.40 Next wave of Growth Arjan Oude Kotte • 17.00 Samenvatting en afsluiting Marius Spijkerboer • 17.15 Borrel

  3. Parallel tracks • Product & Technische tracks • De optimale werkplek met Windows 7 en Office 2010 • Virtualisatie: “ From desktop to Datacenter” • De communication en collaboration markt • Het belang van security en het Microsoft security platform • Sales & Marketing tracks • De Microsoft salesaanpak en verkoopkansen • Microsoft marktaandeel en partner capaciteit per thema • Microsoft licentiestrategieën • Marketing campagnes naar klanten en partners

  4. De markt, de resultaten en de partnerstrategie Diane Janknegt Manager Partners 4 februari 2010

  5. Overall update, onder het mom van….

  6. De (IT) markt het afgelopen half jaar • Juli-december 2009 (H1 FY10) • "When other countries sneeze, the Netherlands catches the cold“ -Expression underscoring the open nature of the Dutch economy, which leads to an average slower recession recovery. • Economy • Steep fall in GDP during 2009; no proper recovery until late 2010 (FY10 -1.7%) • Consumer spending has declined in 2009 -/- 2.6% and forecast 2010 of -/- 0.2% • Internet penetration of 87,5% (+0.8 pts) • Continues consumer savings efforts and an ongoing restriction in credit provision. • IT MarketSummary • 1) Total SW spend: FY10 +3.3% • 2) Total PC shipments: FY10 +1.9% - driven by consumer PC’s (+5.8%) • Server shipments: FY10 -14% • Customers are stalling server hardware refresh and OS upgrades, and applying tighter budget control • Win Server share: +8.3pts in FY10 from 68.3% to 77%, with Linux declining -8.9% from 28% to 19.1%. • 6) Windows Share stabilizing in Web Server market 38.84%.

  7. Microsoft NL het afgelopen half jaar • Results: • Microsoft Netherlands overall performance +6% YOY in H1. • SMS&P performance H1: - 4% YOY (vs 10% YOY H1 FY09) • SMS&P Full Year FC +3% YOY • Futuregrowthcanonlybedrivenby long term investments in channel! • Investment in Microsoft people • 7 Corporate Inside Account Managers (CIAM’s) • 4 Corporate Program (account) Managers • 2 BPOS Partner Account Managers (CloudComputing) • FY11 Next wave of investmentneeded in Partner Sales & Recruitment

  8. Klantfocus 2010: Corporate Accounts (1750 named accounts)

  9. Partnerfocus 2010

  10. Wijzigingen in managed partner strategie • Nieuwe voorwaarden Microsoft Partner Network (MPN) • Meer beloning voor technologie beïnvloeding • Meer focus op omzet beïnvloeding (naast deployment)

  11. Verandering 1: Microsoft Partner Network • Competentie roadmap Voor meer informatie over de veranderingen binnen het MPN Renata Bignardi renatab@microsoft.com of 020-5001170

  12. Ingewikkeld?

  13. Verandering 2: Meer beloning voor technologie beinvloeding • Meer fees voor technologie beïnvloeding ( = solution & technology advies ) • Pilot voor “deal registration” • Virtualisatie projecten (System Center Server) • Desktop OS (Windows 7 Enterprise + MDOP) • Voorwaarden: Partner Business/Solution Plan, Pipeline, Reference wins etc .

  14. Meer beloning voor technologie beïnvloeding

  15. Verandering 3: Meer focus op omzetbeïnvloeding (naast deployment) • Doelstellingen Partner Team in FY10 • A highly accountable partner sales model • A strong focus on gaining competitive share • Driving license execution cross segment • Winning ISV Share and Revenue • Best technical/pre-sales Partner Support IN

  16. Watbetekenteen ‘accountable’ partner team? • 1. Individual accountability per PAM • 2. Pipeline Management met alle managed partners • 3. Cross-segment accountability (EPG- CA- SMB) • 4. High personal Integrity • 5. Right Focus on the Right Partner

  17. Mee eens?

  18. Support voor onze Managed partners Wat bieden wij u als partner ? • Partnerships vastgelegd in business agreements • Solution development en readiness planning (Practise Builder) • Joint account management • Samenwerken in joint salescycles (PSM) • Deal Registration Fees • Lead generatie in joint marketing acties • Pre- technical sales support • Microsoft Services support Centraal aanspreekpunt en “trusted advisor”: Partner Account Manager

  19. Samenvattend • We gaan ….. • Voorgroei. • Voormarketshare. • Investeren in de juiste scenario’s • Eenbeter business model met Microsoft • Samenwerkenomelkeklanttewinnen. • Microsoft Finance & S&S verderstimuleren. • Gezamenlijksuccesvolzijn met onze partners!! • P.S. Worldwide Partner Conference – Washington 11-16 juli 2010

  20. WPC Washington in juli, echt doen want….

  21. Vragen?

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