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Shaun Fröhlich

Shaun Fröhlich. Director of Partner Sales, Microsoft. Agenda. Partnering blockers Our organisation & engagement model Importance of Partners The opportunity - perfect partnering Enhance relationship & business value for all parties. Some Common Challenges….

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Shaun Fröhlich

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  1. Shaun Fröhlich Director of Partner Sales, Microsoft

  2. Agenda • Partnering blockers • Our organisation & engagement model • Importance of Partners • The opportunity - perfect partnering Enhance relationship & business value for all parties

  3. Some Common Challenges…. • Complex, with a language of its own – hard to work with • Confusing structure – where and how to engage • ROI for engaging – MPN, PBP & PSP, etc. • Making money with revenue models (complex licencing & cloud) • Understanding & leveraging our cloud strategy • Differentiation – everyone can sell MSFT • Drinking from the fire hose

  4. Extensive Partner base The Importance of Partners To Microsoft Microsoft’s resources Most skilled & connected Partners

  5. Simplified Organisational Overview SMSP Small, Med & Ptnr EPG Enterprise DPE Dev & Platform Technical evangelists for developers, IT Pro & Partners Sales & technical resources for 99% UK organisations & 30,000 Partners. Transacting all UK revenue Sales & technical resources for largest 280 organisations & 12 Global Partners PS 140 Customers in EPG, 99% Edu Customers in SMSP C P S GSI x12 Managed Partners x343 UnmanagedPartners UK Education Community

  6. Corporate Accounts – Mark Smith Customer Engagement Map Partner Sales Coverage - Shaun Fröhlich EPG SMSP Major Major Accounts CAM-E Corporate Field Managed CAM-S Corporate Account Managed CTM Corporate Territory Managed Unmanaged All Other Accounts

  7. Partnering - A Bit More Detail…. Gives Gets Drive MSFT adoption & penetration Commitment & quality = references Sales visibility &pipeline sharing Skills, scale & marketing Collaboration with other Partners Business planning (MPN, PBP & PSP) • A massive market • Technology roadmap & Cloud • MPN endorsement & benefits • Marketing & market-making • Co-selling & advocacy • Deal registration *

  8. Even More Perfect Partnering…? • Exceptional References, key markets & technologies • Making capability visible to MSFT leverage Pinpoint • Scale of sales team & customers - reach • Scale of pre-sales capability for MSFT • Committed - top down committed leadership • Planning & execution – MPN, plan & point of contact • LAR partnership & partnering with MSFT nicheplayers • Sharing pipeline & forecast - deal registration • Focused and connected to account teams • Use & show our latest & greatest technology • Embracing and evangelising the Cloud

  9. Conclusion

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