37
Microsoft Partner Network in a new world Jack Pilon Partner Marketing Manager - MPN Sarah Arnold Partner Learning & Development Specialist

Microsoft Partner Network in a new worlddownload.microsoft.com/.../13.45-14.30Microsoft_Partner_Network.pdf · Microsoft Partner Network in a new world Jack Pilon Partner Marketing

Embed Size (px)

Citation preview

Microsoft Partner Network in a new worldJack Pilon Partner Marketing Manager - MPN

Sarah ArnoldPartner Learning & Development Specialist

Microsoft Partner Network evolutionJack [email protected] Marketing Manager - MPN

Cloud is the new normal

The number of new Azure customers added every day1,000

Mobile devices drive productivity

The number of connected devices for every adult.4.3

Social redefines how we work together

The number of minutes used on Skype every day.2 Billion

Big data changes everything

The increase in the world’s creation of data every five years.10x

Cloud SocialMobility Big Data

The world has changed

• Shift to recurring revenue

• Develop cloud services

• Differentiate with IP

• Leverage P2P effectively

• Offer tailored benefits

• Reward cloud capable partners

• New differentiation opportunities

• Continue to evolve with the market

• Move from CAPEX to OPEX

• Move to data centers and cloud

• Budget shift from CIO to CMO

• Consumerisation of IT

As CIO I want the power of choice. My job is to

deliver the best possible IT service.

Cloud is a great way to complement, extend and

in some cases replace my on-premises solutions.

Cloud is just one more way of doing what I need

to do, and I expect my partners to provide it.

MAPS

Competencies

January 2014

Cloud Essentials

Today

Integrate cloud programs

Incorporate cloud programs into MPN in January and retire

them in July

Cloud Accelerate

Cloud Deployment

Azure Circle

Integrate cloud programs

Incorporate cloud programs into MPN in January and retire

them in July

Launch new cloud tracks for select competencies – January 1

Cloud Track

Qualify through cloud performance:

Pass new cloud assessments + cloud

references and cloud services sold or

deployed

Meet all existing requirements + pass new

cloud assessments

Standard Track

Integrate cloud programs

Incorporate cloud programs into MPN in January and retire

them in July

Launch new cloud tracks for select competencies – January 1

Cloud tracks – Solution and competency alignment

-Devices & Deployment

-Messaging

-Collaboration & Content

-Communications

-Project & Portfolio

-Small Business

-Midmarket

Office 365 Windows Intune

-Devices &

Deployment

-Mid-Market Solution

Provider

-Application

Development

-Datacenter

-Data Platform

-Data Analytics

Windows Azure Dynamics CRM Online

-Customer Relationship

Management

Standard track Cloud trackSilver

Validate your sales and tech expertise

• One individual passes the required exams and sales assessment

Demonstrate proven performance

• Three customer references

Silver

Validate your sales and tech expertise

• One individual passes the sales and SB focused Office 365 tech assessment

Demonstrate proven performance

• 150 Office 365 seats sold or deployed (accumulative)

• Three Office 365 customer references required

Gold

Validate your sales and tech expertise

• Two individuals pass the required exams and assessment

Demonstrate proven performance

• Five customer references

• CSAT survey

Gold

Validate your sales and tech expertise

• Two individuals pass the sales assessment and SB focused Office 365 tech assessment

Demonstrate proven performance

• 250 Office 365 seats sold or deployed (accumulative)

• Five Office 365 customer references

• CSAT survey

Office 365

Small Business competency

Added cloud specific benefits Cloud IURCloud incentives

Added cloud specific benefitsCloud IURCloud Accelerate logoCloud incentives

Small Business

Standard track Cloud trackSilver

Validate your sales and tech expertise

• One individual passes the sales assessment

• Two individuals pass required exams

Demonstrate proven performance

• Three customer references

Silver

Validate your sales and tech expertise

• One individual passes the sales assessment

• Two individuals pass Office 365 or Windows Intune tech assessment

Demonstrate proven performance

• 1 * 250+ Office 365 deployment or 250 Windows Intune seats sold

• Three Office 365 or Windows Intune customer references

Gold

Validate your sales and tech expertise

• Two individuals pass the sales assessment

• Four individuals pass required exams

• Demonstrate proven performance

• Five customer references

• CSAT survey

Gold

Validate your sales and tech expertise

• Two individuals pass the sales assessment

• Four individuals pass the Office 365 or Windows Intune tech assessment

Demonstrate proven performance

• 3 * 250+ Office 365 seat deployments or Windows Intune seats sold

• Five Office 365 or Intune customer references

• CSAT survey

Office 365 and Windows Intune

Workload focused competency

Added cloud specific benefits Cloud IURCloud incentives

Added cloud specific benefitsCloud IURCloud Accelerate logoCloud incentives

Devices & Deployment

Windows Azure

Windows Azure focused competencies

Datacenter

Data Analytics

Data Platform

Standard track Cloud track

GoldValidate your sales and tech expertise• Two individuals pass the standard sales assessment • One individual (unique) passes the standard

presales technical assessment

• Four individuals pass the Windows Azure technical assessment related to the competency

Demonstrate proven performance• Consumed Windows Azure revenue = $25K• Five Windows Azure customer references• CSAT surveys

Added cloud specific benefits Cloud IUR20% discount on ‘pay as you go’ MOSP20% consumption incentivesThree Windows Azure dev/test passes Windows Azure DPSCloud Accelerate logo

SilverValidate your sales and tech expertise• One individual passes the standard sales assessment • One individual passes the standard presales technical

assessment • Two individuals pass the competency related exams

Demonstrate proven performance• Three customer references

GoldValidate your sales and tech expertise• Two individuals pass the standard sales assessment• One individual (unique) passes the standard presales

technical assessment • Four individuals pass the competency related exams

Demonstrate proven performance• Five customer references• Agree on revenue goal• CSAT survey

Added cloud specific benefits Cloud IUR

SilverValidate your sales and tech expertise• One individual passes the standard sales

assessment • One individual passes the standard presales

technical assessment • Two individuals pass the Windows Azure technical

assessment Demonstrate proven performance• Three Windows Azure customer references

10% discount on ‘pay as you go’ MOSP

The public cloud might be okay for some, but

not for me.

I want a local partner that can provide a hosted

solution for my specific needs.

Revamp for hosting partners

The Hosting competency is not a key business

driver today: 40% of top SPLA partners do not have

the Hosting competency

Align hosting partners to relevant competencies

Today January 2014

Hosting Datacenter CommunicationsMessagingData Platform

New Hosting track - Unique learning paths and benefits

Standard track Hosting trackSilver

Validate your sales/presales expertise

• Two individuals pass the required sales/pre sales assessments

Validate your technical knowledge

• Two individuals pass the required exams and/or assessments

Demonstrate proven performance

• Three customer references

Silver

Validate your sales/presales expertise

• Individuals pass sales/presales assessments for hosting track when available

Validate your technical knowledge

• Two individuals pass the required standard exams related to the competency

• These two individuals must also pass ahosting technical assessment

Demonstrate proven performance

• Sign SPLA agreement

• Three customer references related to a hosting projectGold

Validate your sales/presales expertise

• Four individuals pass the required sales/pre sales assessments

Validate your technical knowledge

• Four individuals pass the required exams and/or assessments

Demonstrate proven performance

• Agree on revenue goals

• Five customer references

• Customer satisfaction survey

Gold

Validate your sales/pre-sales expertise

• Individuals pass sales/presales assessments for hosting track when available

Validate your technical knowledge

• Four individuals pass the required standard exams related to the competency

• These four individuals pass a hosting technical assessment when available

Demonstrate proven performance

• Sign SPLA agreement

• Reach SPLA revenue threshold

• Five customer references related to a hosting project

• Customer satisfaction Survey

Hosting

Solutions competencies

Messaging

Communications

Datacenter

Data Platform

It’s a new day in the data center. Virtualisation is

table stakes.

Reducing costs and driving scale are important,

but now we must be more agile and deliver better

service using the best of on-premises and cloud

computing.

I want a partner that can deliver a powerful and

elastic infrastructure with flexible, world class

management tools.

Reflect the new data center reality

Each competency is linked to individual products, not driving solution

capability

Customers demand partners go beyond Hyper-V to compete and win

Drive datacenter optimisation and cloud capability

January 2014Today

Datacenter

Silver: Compute / Network /

Storage / Azure

Gold: + Management /

Automation

Midmarket Solution

Provider

Standard

track

Cloud track

Hosting

trackmultiple

Identity &

Access

Management &

Virtualization

Server

Platform

Our employees need access to our company

information using whatever device they want.

I get how BYOD drives user experience and

productivity but I shouldn’t sacrifice manageability

and data security.

I am looking for a solution and a partner that can

give me the best of both worlds.

Broaden our device story

Elevate and broaden Microsoft’s device value

Move siloed elements into a cohesive platform for partners and

customers

January 2014Today

Devices &

Deployment

Application

Development

Mobility

To do my job well as a CMO I have to get more

and more engaged in IT.

What I really want is to find the “golden nuggets”

-- actionable customer and market insight hidden

in all the data out there.

I want a partner that can translate technology into

business opportunity, someone who knows how

to work with both unstructured and structured

data.

From Business Intelligence to Data Analytics

Unlock breakthrough business insights with structured and

unstructured data

Sell and deliver new value-added scenarios to stay ahead in the

marketplace

Update competency to emphasise Big Data

January 2014Today

Standard track

Cloud track

Hosting track

Address all key

partner types

through multiple

tracks

Data Analytics

+ Azure

+ Big Data

Business Intelligence

Overview – Competency tracks

Hosting track • Communications

• Datacenter

• Data Platform

• Messaging

Applicationtrack• Application Development

• Collaboration and Content

• Communications

• Data Analytics

• Data Platform

• Messaging

Standard track Existing requirements + new cloud assessments

Optimised for on-premises partners

Cloud track• Application Development

• Collaboration and Content

• Communications

• CRM

• Datacenter

• Data Analytics

• Data Platform

• Devices and Deployment

• Messaging

• Project and Portfolio Management

• Small Business

• Midmarket Solution Provider

Overview – Competency changes

MergingManagement & Virtualization

Server Platform

Identity & Access

Datacenter

New exams

Application Integration

Collaboration & Content

Communications

Datacenter

Devices & Deployment

ERP

Messaging

Midmarket Solution Provider

OEM

Project & Portfolio Management

Small Business

Software Asset Management

Evolving

Business Intelligence to

Data Analytics

Retiring

Hosting

Mobility

Presales AssessmentApplication Development

Collaboration and Content

Communications

Data Analytics

Data Platform

Messaging

1. Read the MPN Disclosure guide: www.aka.ms/mpndisclosure

2. Determine the opportunity for your business

3. Plan your transition

4. Learn what your competency(s) say about your business – Infuse this story into all roles

Next steps

Partner Training & Development

Sarah [email protected] Learning & Development Specialist

Partner learning plan video available at: https://www.youtube.com/watch?v=hjZy6hkCfEc

Learning

Management

Prescriptive

Learning

Learning

Plans

Individual

Learning

Build Team

Capabilities

Learning

Achievement

Partner Learning Paths

To learn more go to:

http://aka.ms/learningpath

Microsoft

Partner Network

Partner

Learning Paths

Partner Learning Paths

Device Selling: Readiness

Surface

Training

Partner Summit

Events

Windows Device

Marketing Hub

Device Selling

Assessments

Readiness Buffet

Microsoft Partner Summit(October & February)

Microsoft Competency & Product Training(Calendar to be release September)

Business Transformation Workshops

Microsoft Partner Network

Partner Learning Center

MPN Competency

Ready to Go Campaigns

Microsoft Competitive Selling

Partner Marketing Center

Readiness

Events

Sales &

Tech Readiness

Marketing Readiness

When You Get Home

Visit the Australia MPN Blog to keep up to date

If You Remember Nothing Else