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MBS Marketing and Sales UpdateMBS Marketing and Sales Update
Airlee Gigun Airlee Gigun | Partner Development Manager, MBS| | Partner Development Manager, MBS| [email protected]@microsoft.com
AgendaAgenda The Lead ProcessThe Lead Process
Tools How you engage
Go-To-Market InitiativesGo-To-Market Initiatives What are they How you can get involved Targeted or Industry specific marketing activities Advertising
Marketing Tools and ResourcesMarketing Tools and Resources Partner Direct Ready Set Share Canadian MBS Page
Microsoft Partner ProgramMicrosoft Partner Program Overview Key dates
Add in marketing bootcamp Add in marketing bootcamp Nov 4 and 5Nov 4 and 5thth In MississaugaIn Mississauga They will be able to register – October 1They will be able to register – October 1 The can register on microsoft.ca/partner/trainingeventsThe can register on microsoft.ca/partner/trainingevents Only 50 spots!Only 50 spots! 225$ (Value of 1995)225$ (Value of 1995) 50% BDF covered50% BDF covered
The Lead ProcessThe Lead ProcessHow are leads distributed to Partners?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?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?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
The BPLC ToolThe BPLC Tool
Accepting or Rejecting OpportunitiesAccepting 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.
Go-To-Market InitiativesGo-To-Market Initiatives What are Go-to-Market Initiatives or GTMs?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?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
MBS FY05 GTMsMBS FY05 GTMs Business Applications GTMBusiness Applications GTM
Business Operations ManagementBusiness Operations Management ERP GTMERP GTM
Connected CustomerConnected Customer CRM GTMCRM GTM
Business Operations Management Business Operations Management GTMGTMObjectivesObjectives 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.
GoalsGoals 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
Key Initiatives – H1Key Initiatives – H1Direct 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
Key Initiatives – H1Key Initiatives – H1Ran Campaign Wave 1 in 2004Great resultsGoals: 40 customer adds and 250K in net revActuals: 53 Customer adds and >1 million in net revThis was deals that were not in the pipeline (true net new business)Partners were solely responsible for demand generationWave 2MBS driving demandLetter is aggressive in toneCall to action is inbound call onlyACCPAC Campaign – Wave 2 – 20,000 DM impression Mid OctoberGeographic Coverage – NationalHeavier 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
Key Initiatives – H1Key Initiatives – H1Navision 4.0 LaunchNavision 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, Closing Key Note –René Stockner, General Manager, Navision, Microsoft CorporationNavision, Microsoft Corporation
October 6 - 7, 2004 Microsoft Canada Co, 1950 Meadowvale Blvd, Mississauga
Key Initiatives – H1Key Initiatives – H1Navision Tech DayNavision 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:
8:30 - 9:00 8:30 - 9:00 Registration and breakfast Registration and breakfast
9:00 - 10:30 9:00 - 10:30 Navision Industry Templates Navision Industry Templates
10:45 - 11:45 10:45 - 11:45 Navision Application Server (NAS & Navision Application Server (NAS & XML Port) XML Port)
12:45 - 1:45 12:45 - 1:45 BizTalk® server Integration with BizTalk® server Integration with Navision Navision
2:00 - 3:30 2:00 - 3:30 Navision SQL Deployment - Best Navision SQL Deployment - Best Practices Practices
3:45 - 4:45 3:45 - 4:45 Business Analytics - Part I Business Analytics - Part I
5:00 - 6:00 5:00 - 6:00 Business Analytics - Part II Business Analytics - Part II
Advertising and PR StrategyAdvertising 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
Connected Customer GTMConnected Customer GTM
ObjectivesObjectives Increase Microsoft CRM Partner Engagement Accelerate CRM Adoption Continue to drive awareness for the Microsoft CRM
business with a customer evidence strategy
GoalsGoals Deliver xxxxx sales qualified prospects (SQP’s) to partners xxxxx impressions in the marketplace 237 new customer adds
Key InitiativesKey InitiativesDirect Marketing Activities – Connected Customer
One Direct Mail and one TDM emailOne Manufacturing One distribution letterOne professional services letter
Email is horizontal
Impressions DM - 45,000Impression EM – 15,000Email – October 1st
DM – October 18th
Geographic Coverage: National
MBS Tools and ResourcesMBS 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 Eventwww.microsoft.ca/partner/tools
MBS Tools and ResourcesMBS Tools and Resources
Lists 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
Marketing Tools and ResourcesMarketing 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 Partner DirectDirect
Review the 4 easy steps to create a campaign and then click on the “Start Campaign Now!” button
Marketing Tools and ResourcesMarketing Tools and Resources
Types of Direct MailsTypes 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
Choose from different Go-To-Market Campaigns and a variety of Direct Mail templates…
Marketing Tools and ResourcesMarketing 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 Ready Set ShareShare
Select the seminar topic you would like to present. You can view information about the seminar in the “Resource Center”.
Marketing Tools and ResourcesMarketing Tools and Resources
Types of SeminarsTypes 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
Customize invitations to include seminar location, seminar date, logo and contact information.
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.
Customers receive a direct mail invitation personalized from you 3-5 days after the you set up the seminar.
Customers receive a reminder to register e-mail a week before the event and a reminder to attend the day before the event.
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.
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.
Marketing Tools and ResourcesMarketing Tools and Resources A resource page with all Canadian ContentA resource page with all Canadian Content
EventsEvents Canadian web and live event infoCanadian web and live event info
Navision 4.0 Launch and Tech DayNavision 4.0 Launch and Tech Day CRM Web SessionCRM Web Session Canadian BriefingCanadian Briefing
Canadian marketing calendarCanadian marketing calendar French brochures and a la carte piecesFrench brochures and a la carte pieces Product pages for ERP and CRM productsProduct pages for ERP and CRM products
PromotionsPromotions Price listsPrice lists Local newsLocal news Partner opportunitiesPartner opportunities
Canadian advertising scheduleCanadian advertising schedule
Canadian MBS Canadian MBS Web PageWeb Page
Marketing Tools and ResourcesMarketing Tools and Resources Supplement to PartnerSource specifically for Supplement to PartnerSource specifically for
Canadian partners Canadian partners
Continue to use PartnerSource for all your main Continue to use PartnerSource for all your main information but use this site as a quick access for information but use this site as a quick access for local Canadian activities.local Canadian activities.
Information on specific Canadian pricing, product Information on specific Canadian pricing, product offers and promotions as well as marketing offers and promotions as well as marketing campaigns, advertising and opportunities for campaigns, advertising and opportunities for partners is all housed in this one easy to navigate partners is all housed in this one easy to navigate site. site.
Marketing Tools and ResourcesMarketing Tools and Resources Turnkey Marketing ProgramsTurnkey Marketing Programs
No longer available to Canadian partners Why?
A la Carte Marketing ToolsA la Carte Marketing Tools Still available to Canadian partners Look to the new Canadian site for localized versions
US Resources and ProgramsUS Resources and Programs How do they differ from Canadian programs?
Business Development FundsBusiness Development Funds Will continue Looking to revamp to align with the MSPP
MSPP and the MBS CompetencyMSPP and the MBS Competency
-- Competencies --
-- Benefits--
-- Investment--
-- Brand--
-- MBS Services --
Registered Member
Certified
Gold Certified
•Authorization to order•License and enhancement
discounts•Terms and Conditions
Consolidated OrderingSPA Contract
1. Microsoft Partner 1. Microsoft Partner Program (MSPP) $2205 Program (MSPP) $2205 CDNCDN
3. Reseller Terms and 3. Reseller Terms and ConditionsConditionsMBS Solution Provider Agreement
(SPA)Regional Operation Centers (ROCs)
Preferred
50 75Support Incidents
3-hourResponse Time
4 seats 6 seats Foundation Library
4 6eCourses
25% 35% eCourse discount
Consultant Resource Center
Certified Gold
Preferred Plus
100 150Support Incidents
3-hour 1-hourResponse Time
8 seats 10 seats Foundation Library
8 10 eCourses
25% 35% eCourse discount
Consultant Resource Center
Certified Gold
Sr. Support Professionals
Monthly Support Usage Reports
20 Support Incidents
8-hourResponse Time
2 seatsFoundation Library
1 eCourse
25% discount on eCourses
Consultant Resource Center
Flex Services Flex Preferred Services
200 300Support Incidents
30 minuteResponse Time
25 seats 50 seats Foundation Library
10 12eCourses
25% 35% eCourse discount
Consultant Resource Center
CertifiedCertified GoldGold
Senior Support Professionals
Support Usage Reports Customer Valuation Reports
4 hours 8 hoursTechnical Services
80 hours 100 hoursServices Account Mgr
Partner AdvantagePartner Advantage
Foundation
Registered MemberRegistered Member
OverviewOverview
2. MBS Partner Service 2. MBS Partner Service ProgramsPrograms
September 30, 2004September 30, 2004 Deadline to accept your pre-approval status and enroll into
the Microsoft Partner Program and CompetencyOR
Meet pre-approval criteria for; MSPP (Microsoft Partner Program) MBS Competency ISV/Software Solutions Competency Learning Solutions Competency
October 1, 2004October 1, 2004 MBS Services - Flex Preferred incident price increase
To learn more about them to go PartnerSource > Partner Essentials > Partner Programs
July 31, 2005July 31, 2005 Sign the SPA
MSPP and the MBS MSPP and the MBS CompetencyCompetency
Q&A
Thank YouThank You
