How to Sell in the Cloud with Telstra

Stephen PechT-Suite Channel Development Manager

ON PREMISE HOSTED PUBLIC

SaaS

PaaS

IaaS

Why you are at this session?• What value does Telstra add to MS Online

Services?• How do I engage with Telstra?• How do I succeed with MS Online Services?• What next steps should I take?

In the next 45 minutes we are going to • Answer these questions• Explain how• Discuss some real life examples

Telstra’s Cloud Strategy

Solutions & Roadmap

MS Hosting

Global Scale

Platform Dev.

Trust

Network & Reliability

Awareness & Reach

Services Approach

Skilled Channel

What value does Telstra add to MS Online ?

What value does Telstra add to MS Online ?

Businesscustomers:1,200,000*

Working on it:

600,000*

(1,800,000 Australian businesses, ~ 900,000 employing)* Approximate numbers

Other T-Suite Solutions

SMB ERP – CRM, Project Management, Billing

HR & legalcompliance

Send large files

CRM

PC & Server Endpoint Protection

PC & Server Backup

SMB AccountingWeb & Email control

Domain Management

One Team– Mutual and aligned goals

Exclusive syndication partners for MS Online in Aus

– Only exclusive Telco relationship in the world

• Govt, Education, NFP, & EA Step-up pricing– New - Launched 30 August– All Partners able to sell and earn commission

Partner ManagersDrew Curtis

QLD

Leonie VisserQLD

Kate McGormanNSW

Mark DuckworthNSW/ACT

Alex Papli Vic/Tas

Shane CampbellVic/Tas

Stephen PechSA/NT & WA

1800 TSUITEHelpdesk

8 T-SuiteSales Specialists

90 Data / IPSpecialists

Global PartnerServices Team - Tech enablement

How do I engage with Telstra?• Work with your Partner Manager

– Build a relationship and catch-up regularly – 2 way relationship

– Go to for resources and support– Identify any ‘Buddy’ relationships with Telstra Dealers

• Use 1800 TSUITE for admin & tech support– Will help with billing and account setup– Can provide specific tech support

• Build skills and then work opps together– We can help you close deals, and you can help us– Telstra Account Executives (AE’s) have existing relationships

How do I succeed with MS Online?• Leverage MS & Telstra Enablement resources– MS have skill development programs

• Online training• Incubation program• KickStart program

– Telstra Partner Managers for admin & strategy– MS TelePAM’s & PAM’s

• Actively promote Online Services to customers• Clearly define your offer & services model

How do I succeed with MS Online?• Leverage MS & Telstra Enablement resources

• Actively promote Online Services to customers– Cloud computing is coming – it will be a differentiator for

you– Give your customers the choice– Show your cloud credentials – lead your competitors– Look for opportunities to develop your skills and

approach

• Clearly define your offer & services model

How do I succeed with MS Online?• Leverage MS & Telstra enablement resources

• Actively promote it to customers• Clearly define your offer & services model

– Which customers should always be pushed to MS Online?

– What is your implementation methodology?– What are the service options you offer?– What is your default per seat implementation cost?

How do I succeed with MS Online?• Leverage MS & Telstra enablement resources

• Actively promote it to customers• Clearly define your offer & services model

Telstra do not have partner-level technical skillsTelstra need partners to help close and implement•Telstra won’t undercut you nor start a competitive sale

Take the steps above and be a technical solution leader to qualify for Telstra leads

How do I get Leads from Telstra?

Sign up & Demo

CloudAccelerate,

Commitment

Find opps,Implement Success,

Prove Tech Skills

Strategic Planning,

Offer, Campaign

s

TelstraLeads

Partner Manager

GPS

Real Partner Success• EH Technology - Andrew McInally

– QLD based– SMB focussed– Actively working with T-Suite for 12 months

• nSynergy / OSC - Karl Redenbach– National with offices in Vic, NSW, and 3 international

locations– Medium business & enterprise focussed– Actively working with T-Suite for 12 months

What next steps should I take?

1. Meet my Partner Manager

2. Sign MOSPA & TOSA

3. Setup demo or IUR system• See GPS team near Telstra stand

4. Implement a small customer