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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
• 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
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