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Partner Seller (P-Seller) Program
P-Sellers, the heart of our Co-Sell motion
Welcome! This program is built to enable you, as a Microsoft P-Seller, to integrate with Microsoft
teams to drive greater realization of value for our mutual customers. At its core, the P-Seller
Program was established to enable you to co-sell with Microsoft sales teams within their local
geographies. Our objective is to realize stronger customer relationships and value realization
through you, our Partners, while also introducing your Partner sales and technical individuals
into sales opportunities sooner.
By participating, you will be provided privileged enablement and resources. As a result, you can
be at the forefront and also more responsive in customer engagements. To make the most of
the program, get engaged, get involved and let’s sell together!
The P-Seller Sales Motion helps Microsoft and our ‘go to’ partners scale our joint marketing, sales and technical efforts, driving greater realization of value for our customers
Opportunities
Customers
Deals
Digital
Transformation
ValueConsumption
Cloud
accelerationCo-selling motion
Privileged Enablement
Microsoft Partner Seller Credential
More customers
More wins
Customer success
Microsoft’s Partner Seller (P-Seller) Program
✓ MPN Gold partner
✓ Expertise in particular horizontal/industry
solution(s)
✓ 1+ Sr. Sales w/200-400 level proficiency, 2+ Sr.
Technical staff 300-400 aligning to qualifying
practice area
✓ Commitment to co-sell activities (e.g.
account/territory planning, bi-directional
lead/opportunity sharing, community engagement
etc.)
Offer industry solutions & services across Profit Pools:
✓ The P-Seller program is a contractual relationship
between Microsoft and our best Microsoft partners.
✓ The program is designed to foster a deep trusted relationship
between the partner sales team and our sales team.
✓ P-Sellers are paid by the partner, not by Microsoft.
✓ Microsoft does not pay the partner for participation in the program.
✓ The partner does not pay Microsoft for participation in this program.
Criteria for P-Seller Partner Co-Sell Motion
PROGRAM OVERVIEW
Realizing stronger customer relationships
and sales through partners while
introducing partner sales and technical
individuals into sales opportunities sooner
P-Sellers
P-SSP P-TSP/P-CSA
P-Exec
P-MktrP-LSS
P-AE
Deep Microsoft sales, technical &industry expertise
Microsoft’s “go to” partner resources who
work at our “co-sell ready” partners
MS Sellers
+ P-SSP
P-TSP
P-Seller Program at a glance
P-Seller Program OverviewThe P-Seller Sales Motion helps Microsoft and our partners scale our joint marketing, sales and technical
efforts, driving greater realization of value for our mutual customers
The P-Seller program is a contractual relationship between Microsoft and qualifying partners around coordinated Co-Sell motions.
The P-Seller resource is paid by the partner, not Microsoft.
Microsoft does not pay the partner for participation in this program.
The partner does not pay Microsoft for participation in this program.
The partner provides Microsoft the named resources, by workload, they would like to participate in the program.*
Microsoft will approve these named resources against a set of predefined criteria for inclusion in the program.
Once approved, the partner resource has access to local channel management and to special training assets and opportunities.
The P-Seller Sales Motion is designed to foster a deep trusted relationship between the partner sales team and our sales team,
increasing sales velocity
*Microsoft can select the partners to participate in the program but the partners must select the individuals
Bi-Directional Lead and Opportunity SharingPriority access to leads & opportunities. We know your strengths, what you like to do so we
can co-sell with you
Customer ReachAlign YOUR GTM offerings with MS Field Sellers & Customers allowing Sellers to find you
who don’t know you yet
Funding & EnablementWe have put funding & privileged enablement for Partners that have P-Sellers (e.g. support
for pre-sales & sales efforts, priority access to MS training and content, eligibility for specific
incentives and funding programs)
P-Seller program, our premier co-sell program
Co-Sell
Connect
Enablement
Privileged Engagement with Microsoft Teams on co-sell opportunities
Exclusive access to deep enablement resources, digitally & ‘in person’
Microsoft Endorsed Partner Seller Credentialdigital
savvy
P-Seller Key Benefits
P-Seller ‘Gives’ and ‘Gets’
Gets Gives
Proximity & privileged relationship with Microsoft
✓ Priority engagement with Microsoft Sales team
✓ Coordinated account planning activity
✓ Joint engagement on opportunities
✓ Privileged access to enablement materials and events
✓ Priority access to leads & opportunities
✓ Deep integration in our co-selling motion, trusted partner
✓ Priority delivery arm for MS sponsored marketing events
✓ MPN Gold concierge desk
Strengthen velocity & quality of the Microsoft pipeline
✓ Partner makes the best resources available to the P-Seller program
✓ Expertise in a particular solution(s) and vertical/Industry knowledge
✓ P-Seller evangelizes the MS Solution values
✓ Actively engaging with MS Sponsor driving customer solutions and
deal acceleration
✓ Each P-Seller works on qualified opportunities, made visible in
Microsoft Pipeline via Partner Sales Connect
✓ Partner drives ongoing customer success (consumption)
Specialist partner sellers driving MS solutions
✓ Best ‘in market’ local expertise on customer solutions
✓ Most experienced partners in market around customer delivery
✓ SCALE: Bigger pipeline, more opportunities and more revenue
✓ Highly qualified, solution oriented Solution & Technical partner sellers
✓ Customer reach
✓ Industry and vertical focused partner sellers
✓ Customer Success: Increased consumption
Make resources available to support and train the
P-Seller, Microsoft deepens the partnering engagement
✓ Sponsor P-Sellers and build trusted relationship
✓ Sales and Technical Community Engagement and priority in locally
delivered readiness events
✓ Joint territory planning
✓ Lead & Opportunity Sharing
✓ Best Practice Sharing
✓ Established Rhythm for Pipe/Opportunity Review
Partner
Microsoft
P-Seller Partner benefits …
Partner resources and
specialists to support you
PEOPLE
Infrastructure, systems,
and methodologies
PROGRAMS
Funds to generate demand,
accelerate wins, and support
opportunities
FUNDS
What’s new in the P-Seller Program?
FY18
P-Seller Program expanded - cross partner types & customer segmentsExclusive benefit to MPN Gold partners who qualify as ‘co-sell ready’; P-Seller partners align to the
highest level of engagement: GTM Gold
Stronger leverage of partner ecosystem around the customer
Aligned to MS Priority Practice DevelopmentAssigned GTM resources (territory) & local MS Field Sponsor
Deeper support developing sales/channel strategies and execution
Strengthened P-Seller visibility for increased co-sell engagementEnterprise, Corporate, Corporate Premier, Inside Sales
P-Seller profile visible as ‘co-sell ready’ in seller tools
Increased focus on Industry specialization
Demand gen funding allocated for ‘co-sell’ Partners
1
2
3
4
Partner Baseline Criteria to participate inP-Seller Program
Required✓ MPN Gold*
✓ Expertise in particular horizontal/industry solution(s)
✓ 1+ Sr. Sales w/200-400 level proficiency, 2+Sr. Tech staff 300-400 aligning to
qualifying practice area*✓ Partner resource(s) are capable of delivering articulate and effective business
outcome sales presentations, demos, and proof of concepts to audiences of all sizes
✓ Commitment to co-sell activities (e.g. account/territory planning, bi-directional
lead/opportunity sharing, community engagement etc.)
✓ Partner drives ongoing customer success (consumption)
✓ Onboarded to Partner Center & Partner Sales Connect
Note: Microsoft can select the partners to participate in the program but not the individuals. Microsoft can, however, approve or decline a nominated individual based on a list of criteria
* Exception ISVs:
• Commitment to achieve MPN Gold competency within 6 months, with waived technical requirements.
• Identified Partner Sellers with commitment to complete P-Seller requirements within 6 months, with P-TSP requirement waived. ???
Characteristics of a GREAT P-Seller Partner
Additional Characteristics of a GREAT P-Seller Partner
✓ Identifies and leverages repeatability in solution selling
✓ Technical experts/SMEs
✓ Multiple certifications/competencies
✓ Expertise in workload(s) (measured by years in industry + projects delivered)
✓ Individual P-Seller’s time is aligned to a given partner practice(s)
✓ Resources show high degree of adaptability and routinely work outside the box
✓ Resources reuse and share best practices
✓ Sellers serve as trusted advisor to customers
✓ Sellers are trusted allies to the Microsoft sales team
✓ Sellers who seek out opportunities instead of sitting back and ‘waiting’ for utilization
P-Seller Partner Program Expectations
INVEST IN P-SELLERS
SOLVE BUSINESS PROBLEMS
DIFFERENTIATE ACQUIRE THE BEST CUSTOMERS
Best practices for P-Seller success
Customer First!!!
Be the Microsoft advocate to your customers and your communities
Drive Digital Transformation by leading customer envisioning sessions
Share your GTM and Offerings at Microsoft sponsored events
Get involved in local P-Seller community events and activities
Drive close engagement with Microsoft sales teams
Engage, lead community sharing, meet frequently with sales teams
Participate in territory planning activity
Don’t wait for MS to call upon you, bring differentiated value to stand out!
P-ExecutivePartner
CxO or VP
P-MKTPartner
Marketer
P-Seller Roles
P-Sellers are
Microsoft’s “go to”
partner resources
across the
customer lifecycle,
making our joint
Co-Engagement
strategy real!
P-AEPartner Account
Executive
P-LSSPartner Licensing
Sales Specialist
P-SSPPartner Sales
Solutions Professional
P-TSPPartner Technology
Solutions Professional
P-CSAPartner Cloud Solution
Architect
The P-SSP adds value to Microsoft by
• Evangelizing the business value of Microsoft products and services
• Articulating Microsoft’s vision and strategy with cloud services to drive business transformation
• Delivering and executing on the customer value proposition, leading with the cloud and growing market share
• Delivering solution opportunity revenue and market share by providing Business Decision Maker (BDM)/IT Decision Maker (ITDM) insights
• Leveraging Microsoft and partner solutions to satisfy our customers mission critical objectives
• Providing deployment/consumption plans for all opportunities over a specified threshold
P-SSPs partner with Microsoft field teams to identify sales opportunities and develop multi-faceted strategies to grow revenue and market share. P-
SSPs are engaged through Microsoft sellers cross-customer segments.
P-SSPs engage with the Microsoft Sales team in Joint Sales Planning
P-SSPs contribute to the Microsoft Sales Process, providing the following
• Solution Selling to business decision makers
• Sales and positioning presentations
• Value Prop and Strategy briefings
P-SSPs are provided privileged enablement and sales/marketing materials
Who is the P-SSP?
The P-SSP is focused on sales planning and business development, he/she is the co-selling resource that will help carry accounts from develop to consumption
P-SSP resources are Microsoft’s through partner sales force and are at the heart of our
Co-selling motion
P-SSP Baseline Criteria to participate in P-Seller Program (1 of 2)
P-SSPRole
P-SSPs should be able to deliver the sales pitch at level 100 and level 200 across all practice areas
P-SSPs should have level 200+ skill in Microsoft cloud solutions and/or their specified practice area(s)
1. Required – Partner resource has extensive customer business solution selling experience
2. Required Marketing Skills
✓ Partner resource has the ability to create offerings leveraging Microsoft technology
✓ Partner resource has the ability to develop go-to market plans and strategy upon which the sales force can execute
3. Required Sales Skills
✓ Partner resource is a solution seller with the ability to deliver technical presentations, demos, and proof of concepts in co-selling situations
✓ Partner resource is a seller with a hunting sales profile
✓ Partner resource is comfortable with audiences of all sizes (individual or one-to-many)
✓ Partner resource is comfortable selling to Business Decision Makers (BDMs) and CxO level
✓ Partner resource has a proven track record of selling solutions, not just features or point products
✓ Partner resource can articulate the value proposition of their partnership with Microsoft
✓ Partner resource commits to monthly pipeline review with Microsoft
P-SSP Baseline Criteria to participate in P-Seller Program (2 of 2)
4. Required Technical Skills
✓ Partner resource is up to date on the relevant Microsoft trainings and technologies.
✓ Partner resource is knowledgeable in competitive offerings
5. Required Soft Skills
✓ Partner resource is comfortable presenting in front of groups
✓ Partner resource has strong verbal/written communication skills, are great listeners and adapt conversations based on cues
✓ Partner resource provides “partnering with Microsoft” mentoring, support and on boarding to other sellers in the partner organization
6. Required Engagement Role/Skills
✓ Partner resource resides in local geography or sub.
✓ Partner resource will act as global representative for their respective company and facilitate global co-sell engagement
✓ Partner resource is willing to spend ‘at minimum’ 2 days per month co-engaging with Microsoft
✓ Partner resource has ongoing completion against recommended learning plan
Note: Microsoft can select the partners to participate in the program but not the individuals. Microsoft can, however, approve or decline a nominated individual based on a list of criteria
The P-TSP adds value to Microsoft by
• Acting as an integral member of Microsoft sales teams in generating excitement to fill and accelerate the sales pipeline
• Providing Sales technical support to enable customers and to develop, deploy, and support cloud solutions
• Successfully driving the win rate within assigned opportunities through the delivery of technical sales engagements
such as Architecture Design Sessions (ADSs), proofs of concepts (POCs), and pilots
P-TSPs partner with Microsoft field teams to evangelize Microsoft cloud offerings with customers by supporting technical Sales activities. This includes
influencing the sale, deployment and adoption of cloud solutions—resulting in increased market share and revenue growth.
P-TSPs engage with the Microsoft Sales team to accelerate the sales pipeline through customer workshops using deep
technical expertise, effective sales and presentation skills, and superior customer focus.
P-TSPs contribute to the Microsoft Sales Process, providing the following:
• Subject matter expertise for key technology areas
• Technology & Strategy briefings
• Product demos
• Technical follow up
P-TSPs are provided privileged enablement and sales/marketing materials.
Who is the P-TSP?
The P-TSP is the technical Sales resource who will convey the innovation of Microsoft solutions to increase velocity in sales engagements as well as help handle technical objections and concerns
P-TSP resources are Microsoft’s through partner technical sales force and they are at the heart of
our Co-selling motion
P-TSPRole
P-TSP Baseline Criteria to participate inP-Seller Program (1 of 2)
P-TSPs must have the relevant technical certification for the focus practice area
P-TSPs must be able to deliver level 300+ technical engagement in their specified practice area
P-TSP should have level 100+ across other relevant practice area(s)
1. Required – Partner resource has extensive experience on customer technical sales engagement
2. Required Sales Skills
✓ Partner resource has proven track record in technical Sales and/or technical consulting roles
✓ Partner resource has strong solution selling experience required, including cloud solutions based on Microsoft technologies
✓ Partner resource successfully drives the win rate within assigned opportunities by collaborating with the Microsoft account team
✓ Partner resource develops strong Microsoft relationships through the co-selling motion that accelerate the cloud services
opportunity pipeline
✓ Partner resource can articulate the value proposition of their partnership with Microsoft
✓ Partner resource successfully positions solution based on Microsoft products and services against competitive solutions by understanding customer needs
P-TSP Baseline Criteria to participate inP-Seller Program (1 of 2)
4. Required Technical Skills
✓ Partner resource has strong hands-on technical experience
✓ Partner resource evangelizes Microsoft platform with customers by supporting technical Sales activities
✓ Partner resource develops a Bill of Materials and architecture that feed into solution proposals
✓ Partner resource engages at deep technical levels on customer opportunities
✓ Partner resource migrates competitive solutions onto the Microsoft platform
✓ Partner resource has experience with design reviews including ISV knowledge
✓ Partner resource has ongoing completion against required and recommended learning plan
✓ Partner resource is certified in focus workload(s) and up to date on the relevant Microsoft technologies
5. Required Soft Skills
✓ Partner resource has strong negotiation, organizational, presentation, written, product demo and verbal communication skills
✓ Partner resource has significant experience delivering persuasive presentations to both technical and business decision makers
✓ Partner resource provides “partnering with Microsoft” mentoring, support and on boarding to other sellers in the partner organization
6. Required Engagement Role/Skills
✓ Partner resource ensures ongoing self-readiness and the readiness of other’s at the P-Seller Partner Organization are maintained
✓ Partner resource has deep technical knowledge with extensive customer deployment experience
✓ Partner resource is willing to spend approximately 2 days per month co-engaging with Microsoft
✓ Partner resource brings back knowledge to Partner organization to build out cloud practices, increasing partner capability and capacity
Note: Microsoft can select the partners to participate in the program but not the individuals. Microsoft can, however, approve or decline a nominated individual based on a list of criteria
P-TSP Capability Levels
Level Definition
Level 100 (Fundamentals):
Product/technology features,
functions, benefits overview
• What are the new features, how will they benefit the customers and convince them that they need to buy this product
• What are the functions of the product and an example of how they are used in a real world environment
• What are the benefits of the product and any case studies that show how they assisted a customer
• Product requirements and other product integration points
• Where to find additional information
Level 200 (Intermediate):
Specific Product/technology
technical drill-down
• Drilling into architecture, integration and configuration (what makes the feature tick?)
• Supportability reviews
• Code samples
• Best practices
• High-level troubleshooting techniques
• Known limitations/issues
• Where to find additional information
Level 300 (Experienced):Product migration, deployment,
architecture, development
• Drilling into how a product/technology is designed to be deployed, migrated to, etc. while focusing on how it is actually
deployed, migrated to, etc.
• Real world examples as appropriate
• Complex coding, known issues and workarounds (sample code/examples)
• Lessons learned, both positive and negative
• Sample migration plans including sample Project Plans
• Deployment case studies
• Architecture design best practices and case studies
• Where to find additional information
Level 400 (Advanced/Expert):Custom code, scripts, application
solution development, architect
infrastructure designs & solutions
• Advanced coding considerations/challenges
• Design considerations/challenges
• Architecture considerations/challenges
• Troubleshooting techniques at the debug level
• Where to find additional information
The P-CSA adds value to Microsoft by
• Driving the deployment of workloads into Azure or Identity & Security and increasing consumption of the platform by proving deployment guidance,
supporting the development of customer cloud adoption model and providing appropriate recommendations to overcome blockers.
• Providing technical expertise to enable customers to develop, deploy and support cloud solutions.
• Accelerate the consumption rate through the delivery of technical sales engagements such as Architecture Design Sessions (ADSs), proofs of concepts
(POCs) and pilots.
P-CSAs partner with Microsoft Intelligent Cloud Specialist teams to accelerate Microsoft Identity and Security as well as Microsoft Cloud offerings (Cloud
Infra, Apps, Data Innovation & AI) and consumption with customers by supporting cloud sales activities. This includes influencing the sale, deployment
and adoption of cloud solutions to grow revenue and drive consumption.
P-CSAs engage with the Microsoft Sales team to accelerate the sales pipeline through customer workshops using deep
technical expertise, effective sales and presentation skills and superior customer focus in their designated area of specialization (Identity & Security, Infra,
Apps, Data or AI).
P-CSAs contribute to the Microsoft Sales Process, providing the following:
• Architectural Design Sessions (ADSs), proof of concepts (POCs) and pilots
• Subject matter expertise for key cloud solutions areas
• Strategic technology and strategy briefings
• Enabling the customer to envision their services in Azure
Who is the P-CSA?
New in FY18, the P-CSA is the Cloud Architect Sales resource that accelerates consumption by providing deep technical expertise of Microsoft Azure and Microsoft Identity and Security workloads as well as increase the rate at which customers deploy additional projects.
P-CSARole
P-CSA Baseline Criteria to participate inP-Seller Program (1 of 2)
P-CSAs must have the relevant technical certification(s) on Identity & Security or Azure workloads (Apps and
Infrastructure, Data and AI solution areas)
Azure focused P-CSA must have attended the Cloud Architect Bootcamp at a Microsoft location
P-CSAs must be able to deliver level 400 technical engagement on Identity & Security or Azure workloads (Apps and
Infrastructure, Data and AI solution areas)
P-CSA should have level 100+ across other relevant practice area(s)
1. Required – Partner resource has extensive experience on customer technical sales engagement
2. Critical priorities
✓ Drive the deployment of customer workloads into Azure and increase their consumption of the platform by providing deployment guidance, supporting
development of the customers’ cloud adoption model, and providing appropriate recommendations to overcome blockers.
✓ Establish deep relationships with key IT decision makers, who drive long-term cloud adoption within their company.
✓ Identify, validate and grow opportunities to accelerate consumption in high potential customer accounts, in partnership with the sales team, by driving
solution architecture for both Microsoft and 3rd party solutions.
✓ Accelerate consumption in high potential customer accounts by providing deep technical expertise and support in one of the following four areas of
specialization: Datacenter Transformation, Custom Applications, Media Services, Security, Compliance and Privacy.
✓ Lead deployment of projects, creation of collateral, and training of sellers and partners in area of specialization.
✓ Keep up to date with market trends and competitive insights.
✓ Coach other technical sellers to become certified in required Azure technical certifications
Note: Microsoft can select the partners to participate in the program but not the individuals. Microsoft can, however, approve or decline a nominated individual based on a list of criteria
P-CSA Baseline Criteria to participate inP-Seller Program (2 of 2)
3. Required Sales Skills
✓ Partner resource has proven track record in technical Sales and/or technical consulting roles
✓ Partner resource has strong solution selling experience required, including cloud solutions based on Microsoft technologies
4. Required Technical Skills
✓ Partner resource has strong hands-on technical experience
✓ Partner resource evangelizes Microsoft platform with customers by supporting technical Sales activities
✓ Partner resource develops a Bill of Materials and architecture that feed into solution proposals
✓ Partner resource engages at deep technical levels on customer opportunities
✓ Partner resource migrates competitive solutions onto the Microsoft platform
✓ Partner resource has experience with design reviews including ISV knowledge
5. Required Soft Skills
✓ Partner resource has strong negotiation, organizational, presentation, written, product demo and verbal communication skills
✓ Partner resource has significant experience delivering persuasive presentations to both technical and business decision makers
✓ Partner resource provides “partnering with Microsoft” mentoring, support and on boarding to other sellers in the partner organization
6. Required Engagement Role/Skills
✓ Partner resource ensures ongoing self-readiness and the readiness of other’s at the P-Seller Partner Organization are maintained
✓ Partner resource has deep technical knowledge with extensive customer deployment experience
✓ Partner resource is willing to spend approximately 2 days per month co-engaging with Microsoft
✓ Partner resource brings back knowledge to Partner organization to build out cloud practices, increasing partner capability and capacity
The P-AE adds value to Microsoft by
• Evangelizing the business value of Microsoft products and services
• Articulating Microsoft’s vision and strategy with cloud services to drive business transformation
• Delivering and executing on the customer value proposition, leading with the cloud and growing market share
• Identifying the solution opportunity revenue and market share by providing Business Decision Maker (BDM)/IT Decision Maker (ITDM) insights
• Leveraging Microsoft and partner solutions to satisfy our customers mission critical objectives
• Providing deployment/consumption plans for all opportunities over a specified threshold
P-AEs partner with Microsoft field teams to identify sales opportunities and develop multi-faceted strategies to grow revenue and market share
P-AEs engage with the Microsoft Sales team in Joint Sales Planning
P-AEs contribute to the Microsoft Sales Process, providing the following
• Solution Selling to business decision makers
• Sales and positioning presentations
• Value Prop and Strategy briefings
P-AEs are provided privileged enablement and sales/marketing materials
Who is the P-Account Executive?
The P-AE is focused on sales planning and business development, he/she is the co-selling resource that drive customer accounts on behalf of the partner organization
P-AE resources are Microsoft’s through partner sales force and are at the heart of our
Co-selling motion
P-AERole
P-AE Baseline Criteria to participate inP-Seller Program (1 of 2)
P-AE’s should be able to deliver the sales pitch at level 100 across Microsoft cloud solutions
P-AE’s should have level 200+ skill in their specified practice area or industry
1. Required – Partner resource is capable of delivering articulate and effective presentations, demos, and proof of concepts to audiences of all
sizes (individual or one-to-many)
2. Required – Extensive customer deployment experience
3. Required Sales Skills
✓ Proven track record of sales success with selected workload(s) and or industry solutions
✓ Partner resource develops strong Microsoft relationships through the co-selling motion that accelerate the cloud services
opportunity pipeline
✓ Creates and maintains solution opportunity generation plans that contribute to Account Planning efforts in partnership with the
Microsoft sales team based on targeting guidance
✓ Leads and owns opportunities through all sales stages
✓ Engages at all levels within customer accounts, demonstrating and translating how solution based on Microsoft technology can solve customers’ business
issues
✓ Identifies and targets accounts using all available data to drive revenue and market share growth
✓ Partner resource can articulate the value proposition of their partnership with Microsoft
P-AE Baseline Criteria to participate inP-Seller Program (2 of 2)
4. Required Technical Skills
✓ Partner resource is up to date on the relevant Microsoft training and technologies
✓ Demonstrated experience and knowledge selling partner solution on Microsoft platform
✓ Knowledgeable in relevant competitive products
5. Required Soft Skills
✓ Is a resourceful problem-solver, leveraging internal and partner resources where and when needed to do what’s right for the customer
✓ Technically astute – can convey complex issues and solutions in clear terms or determine when to involve P-SSP and P-TSP
✓ Strong time management and multi-tasking skills
✓ Listens to customers probing for business process pains and opportunities, in an effort to meet or exceed their expectations
6. Required Engagement Role/Skills
✓ Coordination of resources at partner organization and the face to Microsoft to successfully close opportunities in alignment with forecast
✓ Works closely with the Microsoft Account team/partner team to complete customer profiles and identify growth and net new revenue opportunities
✓ Ensures ongoing self-readiness and the readiness of other’s at the P-Seller Partner Organization are maintained
Note: Microsoft can select the partners to participate in the program but not the individuals. Microsoft can, however, approve or decline a nominated individual based on a list of criteria.
The P-Exec adds value to Microsoft by
• Engaging at the most senior levels and evangelizes the business value of Microsoft products & services as relevant to customers business objectives
• Articulating Microsoft’s vision and strategy with cloud services to drive business transformation
• Delivering and executing on the customer value proposition, leading with the cloud and growing market share
• Identifying the solution opportunity revenue and market share by providing Business Decision Maker (BDM)/IT Decision Maker (ITDM) insights
• Leveraging Microsoft and partner solutions to satisfy our customers mission critical objectives
• Aligning sales and consumption processes for growth
P-Execs partner with Microsoft field teams to align business strategy and offerings and align their sales teams to co-sell with Microsoft and grow
revenue and market share
P-Execs engage with the Microsoft Sales team in support of Joint Business Planning
P-Execs contribute to the Microsoft Sales Process, providing the following:
• Thought leadership on business trends, market insights and innovation trends to shape direction for potential opportunities.
• Solution Selling to the most senior levels of business decision makers
• Strategy and positioning presentations
P-Execs are provided privileged enablement and sales/marketing materials.
Who is the P- Executive?
The P-Executive is a senior level executive of the partner organization, who is a key stakeholder in the Microsoft relationship who is focused on strategic planning and offerings to drive business development on behalf of the partner organization
P-Executive resources are senior partner leaders aligning partner business strategy to
Microsoft’s Co-selling motion
P-Exec Baseline Criteria to participate inP-Seller Program (1 of 2)
Able to deliver the sales pitch at level 100 across Microsoft cloud technologiesP-ExecutiveRole
1. Required – Partner Resource who is an executive at the partner organization (CxO level, VP of Sales, etc.)
2. Required – Partner organization has a minimum of 3 other P-Seller resources (minimum of one P-SSP and 2 P-TSPs)
3. Required – Partner resource is capable of delivering articulate and effective presentations to audiences of all sizes (individual or one-to-many)
4. Required Sales Skills
✓ Engages at the most senior levels within customer accounts, demonstrating and translating how Microsoft solutions can solve customers’ business issues.
✓ Identifies and targets accounts using all available data to drive revenue and market share growth.
✓ Leads joint business development, marketing, sales and technical efforts driving greater realization of value for our mutual customers.
5. Required Technical Skills
✓ 100 to 200 Level knowledge of focus workloads/industry solutions and 100 Level knowledge of broader Microsoft cloud technologies.
✓ Demonstrated experience and knowledge selling Microsoft cloud solutions.
✓ Focus on articulating solution scenarios and the value proposition of Microsoft solutions across a customer’s organization.
✓ Knowledgeable in relevant competitive products.
P-Exec Baseline Criteria to participate inP-Seller Program (2 of 2)
6. Required Soft Skills
✓ Effectively communicates with executive presence
✓ Engages in customer’s business conversations, understanding their strategic direction, market/industry happenings and leverages this insight for
opportunities
✓ Orchestrates resources (e.g. P-SSP, P-TSPs) for solutioning and customer engagement.
7. Required Engagement Role/Skills
✓ Ensures alignment with Microsoft on overall co-sell motion and sales processes: partner planning, strategy and execution
✓ Coordination of resources at partner organization and the face to Microsoft to successfully go to market with our co-sell motion
✓ Works closely with the Microsoft Account team/partner team to identify growth and net new revenue opportunities
✓ Ensures ongoing self-readiness and the readiness of other’s at the P-Seller Partner Organization are maintained
1. Required - Partner Resource is not focused on operations type work, but on building, pitching and closing annuity licensing solutions with customers
2. Required - Partner Resource strikes a balance of being a seller interacting directly with customers and having expert Microsoft licensing knowledge
3. Required - Partner Resource spends approximately 30 hours per week on selling Microsoft licensing solutions
4. Required Sales Skills✓ Partner resource seeks new opportunities and drives business to close.✓ Partner resource designs licensing solutions and provides customers with proposals.
5. Required Licensing Skills✓ Partner resource has strong product, program and cloud licensing knowledge.✓ Partner resource has experience with volume licensing and understands the terms and conditions in Microsoft’s licensing agreements.
6. Required Technical Skills✓ Partner Resource is MCP certified in “Designing and Providing Microsoft Volume Licensing Solutions to Large Organizations” (exam 74-678)✓ Partner resource has experience using Microsoft licensing and quoting tools.✓ Partner resource has a good understanding of industry technology trends.
7. Required Marketing Skills✓ Partner resource co-drives Microsoft campaigns and is involved in go-to-market planning and offerings development.✓ Partner resource markets themselves and the P-LSS role within their organization and to customers.
8. Required Professional Skills✓ Partner resource has strong presentation skills.✓ Partner resource understands negotiation tactics and can successfully drive customer negotiation discussions. ✓ Partner resource manages and organizes sales resources
9. Required Collaboration Skills✓ Partner resource is adaptive, trustworthy and focused.✓ Partner resource is committed to continuous learning and self-improvement.✓ Partner resource collaborates with Microsoft to manage opportunities.
P-LSS Baseline Criteria to participate in P-Seller Program
Co-Selling
MS Sellers MS Sellers
Selling
Solo
With
P-Sellers
• Capacity constrained
• Limited to 1st party
Solutions
• Sell to IT
+
• Expanded
capacity
• End solutions
• Sell to BDMs
P-AE
P-SSP
P-TSP
P-LSS
P-MKTR
Engaging with Customers
Introducing yourself to customers
It is important the P-Seller is 100% accurate and not misleading when introducing himself/herself to customers
P-Sellers should avoid any language which could be misleading as to their relationship with Microsoft
Microsoft Sellers should avoid any language which could be misleading as to their relationship with P-Sellers. We should be clear that the P-Seller
is an employee of partner x (as below)
Your Introduction to Customers
Dear ….
I am [insert P-Seller’ first and last name] and I work for [insert Partner Entity name]. As a part of the Microsoft P-Seller program. I wanted to introduce myself as a resource
that can help you with your recent enquiry…
Your Microsoft Email Signature
<P-Seller Name>[insert Partner Entity Name] [insert partner Phone Number][email protected] Campus | [Microsoft Location] | [Microsoft City] | [Postal Code]
P-Sellers can use the LOGO BUILDER on MPN
Logo Builder | https://logobuilder.partner.microsoft.com
Rules of Engagement: P-Seller Positioning
This is a Microsoft led sales engagement, not a
Partner Services Engagement
Tell customer that a Microsoft P-Seller is a partner that
has access to Microsoft resources that can help with
the engagement
Remember, the customer is not obligated to use this
partner for services but has an option to consider
them for services engagement
Positioning P-Seller to Customers
Partner cannot say they are Microsoft
Partners can say they are a Microsoft P-Seller Partner
which is a Partner that has access to Microsoft
resources that can assist with the sales engagement
P-Seller Partner Positioning
Rules of Engagement: P-Seller Activities
Microsoft Sponsored Customer Events Sales Cycle Incumbent Partner Scenario
P-Sellers can mention they belong to a partner but
must not engage in dialogue during the delivery of
the presentation about their service offerings unless
previously agreed to by Microsoft sales team
P-Sellers will not get a copy of any evaluations or
surveys as this is a Microsoft-sponsored event
P-Sellers can collect customer information if they are
approached by customers and need to follow up on
questions related to the event. The customer should
drive this request
Position only Microsoft products and solutions
when engaged in a P-Seller capacity
Adhere to the Partner Code of Conduct
Do not recruit employees from Microsoft customers
Provide engagement summary recap to your Microsoft
field seller within 24 hours of meeting
If required, enter into NDA directly with customer.
Microsoft does not control this process. Generally, no
confidential information should be exchanged unless the
customer engages the P-Seller organization for post-sales
work which would then be covered under a separate
agreement which Microsoft has no visibility into
For registered deals, Microsoft will consider a
P-Seller partner only if the registering partner
doesn't possess the requisite skill set
Microsoft will attempt to select P-Sellers, if
available, from partners the customer already
has a working relationship with (incumbents)
If incumbents do not have the requisite skill
set, Microsoft will inform the customer that a
P-Seller partner will help with the sales effort
It is up to the customer if they would like to
engage the P-Seller partner
Results of Co-selling and great P-Seller Engagement
Better scoping of opportunities leading to potential deal acceleration
More partner visibility into Microsoft generated opportunities
More Microsoft visibility into partner generated opportunities
Increased customer penetration and consumption
Deep trusted relationships between Microsoft sellers and our best partners
Microsoft leadership can speak about P-Seller partner’s business (how they sell and what they sell)
Microsoft senior level management endorses the partner
Ultimately, we will achieve…Increased revenue for partners and Microsoft, happy ‘actively using’ customers and increased profitability for our partners!
P-Seller Contract Overview
There is one global P-Seller contract
A contract is signed with the partner, not the individual.
We do NOT sign contracts with individual P-Sellers
A partner only needs to sign a contract ONCE no matter
how many P-Sellers the partner adds in the future
The P-Seller contract is on an ‘auto-renew’. The P-Seller
“owner” and admin will receive an email trigger 90 days
before the contract is set to auto-renew
Workloads/capabilities are no longer called out in the
contract
Individual P-Seller names are no longer called out on
the contract
Every P-Seller Partner must have an NDA with Microsoft
If you meet the baseline criteria:Talk to your Field Representative to become a P-Seller partner
If you don’t yet meet the
baseline criteria:➢ Review the baseline criteria for program participation
➢ Work to meet the minimum requirements and connect
with your Microsoft team