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Partnering with Microsoft in Partnering with Microsoft in the Communications Sectorthe Communications Sector
Gil PettegrewGil PettegrewSenior Partner Development Senior Partner Development ManagerManagerMicrosoft Corporation, Microsoft Corporation, Communications SectorCommunications Sector
AgendaAgendaReview of Microsoft Strategy in Review of Microsoft Strategy in Comm-SectorComm-Sector
The Service NetworkThe Service Network
Microsoft Products, Solutions, and Microsoft Products, Solutions, and ServicesServices
The Partner Eco-SystemThe Partner Eco-SystemEngaging with MicrosoftEngaging with Microsoft
Engaging with Customers (as partners!)Engaging with Customers (as partners!)
Introducing: The Communications Introducing: The Communications Sector Partner NetworkSector Partner Network
Program Overview & BenefitsProgram Overview & Benefits
Call to ActionCall to Action
Robbie BachPresident
Microsoft Entertainment & Devices Microsoft Entertainment & Devices DivisionDivision
Mission : Focus the company’s efforts in entertainment and related devices and services
Communications Sector within Communications Sector within MicrosoftMicrosoft
Kevin JohnsonCo-president
Jim AllchinCo-president
Microsoft Platform Products & Services Microsoft Platform Products & Services DivisionDivision
Mission : Develop the software platform and software services delivered over the internet
Microsoft Business Division Microsoft Business Division
Mission: Develop software and services for the workplace
Jeff RaikesPresident
· Windows Client· Windows Server· SQL Server
· BizTalk Server· Exchange· Visual Studio
· MSDN· MSN· Hotmail
· Games· Windows Embedded· Connected Services Framework
· Office · Publisher · Visio
· Project · Live Communications Server · Office Live Meeting
· Microsoft TV· Windows Mobile· Xbox
Microsoft Vision: The Service Microsoft Vision: The Service NetworkNetwork
NetworkControl
Service Control
IPNetwork
Service Network
Service Delivery Platforms
BSS
OSS
IP Multimedia Subsystem (IMS)
ITInfrastructu
re
Microsoft Products, Solutions and Microsoft Products, Solutions and ServicesServices
NetworkControl
Service Control
IPNetwork
Service Network
Microsoft Connected Services Framework
BSS
OSS
Partners
ITInfrastructu
re
VoIPServices
Voice Video
MSTV
Xbox Live
OfficeLive Meeting
Live Communications Server
Hosted Messaging & CollaborationData
.NET Framework and Windows Server System
.NET Fra
mew
ork
and W
indow
s Serv
er S
yste
m
.NET Fra
mew
ork
and W
indow
s Serv
er S
yste
m
.NET Framework and Windows Server System
Sell-to, . . . Sell-with, . . . Sell-to, . . . Sell-with, . . .
Sample Partner Opportunity Diagram Sample Partner Opportunity Diagram (CSF)(CSF)
Security andManagement
Services
Systems Integration
Define standards interfaces (e.g.
ParlayX, SBE, TMF)
ISVs / NEPs / SIsCreate pre-packaged
solutions / applications
DeviceAnd Application
Management
Web ServiceInterfaces to
TelecomPlatforms
ContentAnd Application
Delivery
Service Network Partner Service Network Partner EcosystemEcosystem
Industry Industry Partners:Partners:
ISVsISVsNEPsNEPsSIsSIs
M&E ISVsM&E ISVs
Customers:Customers:Service Service
ProvidersProvidersOutsourcersOutsourcers
Content Content OwnersOwnersHosting Hosting
ProvidersProvidersOperatorsOperators
SolutionsSolutionsField SalesField SalesServicesServices
Goals:Goals:To facilitate Communication To facilitate Communication within and between the groupswithin and between the groups
To build relationships:To build relationships:
Partner to PartnerPartner to Partner
Partner to MicrosoftPartner to Microsoft
Partner to Customer (as Partner to Customer (as partner)partner)
Access to information and Access to information and training on CS solutionstraining on CS solutions
Network Equipment Network Equipment ProvidersProviders
Goal: Accelerate Communication Sector product market awareness through NEP partner adoption
Key NEP Focal PointsWeb Service Enable Telecom Infrastructure
Create Applications / Solutions utilizing CSF / CCF / HMC
Leverage MS and NEP partner development ecosystems
Perform Systems Integration not to exclusion of other SIs . . .
Become a channel to market for MSFT solutions
Benefits to NEP & Partner CommunitySell, Service & Support “Microsoft platformed” solutions
Increased Solutions Sales to Telcos & Enterprises
SI revenue opportunities
Expand own partner eco-system
NEPsNEPs
System IntegratorsSystem IntegratorsGoal: To promote and provide Goal: To promote and provide experienced experienced Implementation & Implementation & Integration and Value-add services to Integration and Value-add services to customer/partners customer/partners
Ability to ‘Service Enable’ Legacy Ability to ‘Service Enable’ Legacy EnvironmentsEnvironments
Key Focal Points for SI:Key Focal Points for SI:Base integration and deployment servicesBase integration and deployment services
Value-add services and demand generationValue-add services and demand generation
Telecommunications ExperienceTelecommunications ExperienceLegacy Infrastructure & ApplicationsLegacy Infrastructure & Applications
Interest in developing CS Solutions Interest in developing CS Solutions competenciescompetencies
Service Enablement SolutionsService Enablement Solutions
Microsoft PlatformMicrosoft Platform
Benefits to SIs & Partner CommunityBenefits to SIs & Partner CommunityTo provide the final delivery of final end-to-To provide the final delivery of final end-to-end solution that leverages the entire portfolio end solution that leverages the entire portfolio of products and servicesof products and services
Drive Demand of sameDrive Demand of same
To provide on-going supportTo provide on-going support
SIsSIs
ISV Portfolio RequirementsISV Portfolio Requirements
‘Enablement’ ISVs
Service Network ISVs ($$$)
NetworkControl
AccessNetwork OSS/BSS
ApplicationsContent
VoIP
FMC/UMA
WirelessNetworkingEquipment
RFIDCustomer
Care
NetworkPerformanceManagement
NetworkFault
Management
NetworkConfigurationManagement
NetworkAccounting
Management
Billing &Payment
TV/Audio/Video
Games/Entertainment
IMS
Push toTalk
Location-Aware Svc
Vertical LOB (CRM/BI/ERP/SCM)
Advertising
Search E-mail &Messaging
Short-rangeWireless
Service Control
ContentManagement:Transcoding
ContentManagement:
DRM
ContentManagement:Digital AssetManagement
Security:Remote Access
Control
Security:Certify & Access
Management
DeviceManagement
ISVsISVs
GoalsGoalsComplete Complete SolutionSolution
Drive Drive RevenueRevenue
Focal Focal PointsPoints
Two sub-Two sub-sets of sets of ISVsISVs
OPT: OPT: MSFT MSFT platform platform
BenefitsBenefits
Media and Entertainment ISVsMedia and Entertainment ISVs
M&EM&EISVISV
Goal: Adoption of Microsoft platform Goal: Adoption of Microsoft platform to deliver value through M&E ISV to deliver value through M&E ISV channel.channel.
Key Focal Points for M&E ISVsKey Focal Points for M&E ISVsWeb service enable M&E production and Web service enable M&E production and post productionpost production
Leverage MSFT platform to accelerate Leverage MSFT platform to accelerate move from analog to digital contentmove from analog to digital content
Provide key applications and to complete Provide key applications and to complete end-to-end solutions (DAM, DRM, etc.) end-to-end solutions (DAM, DRM, etc.)
Become channel to market for MSFT Become channel to market for MSFT solutions (CSF, CCF, etc.)solutions (CSF, CCF, etc.)
Benefits to M&E ISVs & Partner Benefits to M&E ISVs & Partner CommunityCommunity
Quick and cost-effective delivery of all Quick and cost-effective delivery of all content and related services to customerscontent and related services to customers
Create sales opportunities for incremental Create sales opportunities for incremental sales and services to enterprise sales and services to enterprise customers in M&Ecustomers in M&E
Communications Sector Partner NetworkCommunications Sector Partner Network
Communications Sector Partner NetworkCommunications Sector Partner Network
Start with Established Microsoft Partner Start with Established Microsoft Partner Services:Services:
MSPP MSDN Premier Support
Portal Access Readiness Events Webinars
Training
Community &
Development
Profiles News and Announcements
Request Field/Mktg/Soln. Support
CS Partner PortalCS Partner PortalThe focal point of CS partner interactionThe focal point of CS partner interaction
Industry Partners
CS Partner Portal
External View
Internal View
• Partner requests to Field• Partner requests to CS solution
teams• Content for partner catalog
• Routing of requests
• Tracking and reporting
Input:• Registration• Profile• Publish
catalog data• Information
requests• Key contacts
SIISVNEP
Network operatorHosterMedia company
Customers
Output
Links to:• MSPP• MSDN• CS Solution sites• Training
PublishProfile
To Portal
Portal Participation ProcessPortal Participation Process
MSPP?MSPP?
AttendDeveloperTraining
Test/ValidateSolution
CompleteNDA
SolutionOn MSFTPlatform?
WESNow?
InterestIn WES?
InterestIn WES?
No
Yes
PartnerPresented
No
Yes
Yes Yes
No
Yes
Partner Readiness RoadmapPartner Readiness Roadmap
Web CastsWeb Casts 12*12*I1st I1st Wednesday)Wednesday)
CS CS PartnersPartners AllAll AwarenessAwareness
KnowledgeKnowledge DisseminatDisseminatee
Portal Portal PostingPosting
SolutionSolution DaysDays
662NA2NA2EMEA2EMEA2APJ2APJ
CS CS PartnersPartners
AllAll Business & Business & Technical Technical CompetencCompetencyy
Selling & Selling & IntegrationIntegrationAutonomyAutonomy
CompetentCompetentSelling & Selling & IntegrationIntegration
Portal Portal Posting + E-Posting + E-mail from mail from PDMPDM
Developer Developer TrainingTraining
44April 25-27April 25-27FY07FY07Q1:August 8-Q1:August 8-9-109-10Q2:Nov 7-8-9 Q2:Nov 7-8-9 Q3:Jan 23-24-Q3:Jan 23-24-2525Q4:April 3-4-5Q4:April 3-4-5
CS CS PartnersPartners
AllAll DeveloperDeveloperLevel Level CompetencCompetencyy
DeploymenDeploymenttAutonomyAutonomy
Deep Deep Expertise Expertise with great with great FacilityFacility
Portal Portal Posting + E-Posting + E-mail from mail from PDMPDM
Type Tier Outcome AbilitiesCommunicationFreq. Audience
Depth
Web Casts
Awareness
Solution Days
Competency
Developer Training
Autonomy
Depth
ISV Application Compatibility Resource
Purpose
+ +
Additional Resources on the Additional Resources on the WayWay• Partner Program GuidePartner Program Guide
• Monthly internal/external newslettersMonthly internal/external newsletters
• Monthly internal/external webinarsMonthly internal/external webinars
• Portal updatesPortal updates•Additional profile and resourcesAdditional profile and resources
•Access to productAccess to product
• Additional Readiness Events and Training Additional Readiness Events and Training (as available) (as available)
• Internal/external FAQ’sInternal/external FAQ’s
• Partner collateral (as available/necessary)Partner collateral (as available/necessary)•Data sheetsData sheets
•Solution catalogueSolution catalogue
•White papersWhite papers
•Case StudiesCase Studies
•PRPR
SandboxDevelopmentCommunity(Pending!)
SIs / ISVs Licensing Program for CSF 3.0SIs / ISVs Licensing Program for CSF 3.0
SI / ISV is developing and reselling an integrated SI / ISV is developing and reselling an integrated CSF 3.0 CSF 3.0 software solution software solution
Use Microsoft ISV Licensing ProgramUse Microsoft ISV Licensing Program
Provides SIs / ISVs the right to integrate Connected Provides SIs / ISVs the right to integrate Connected Services Framework into their value-added business Services Framework into their value-added business solutions solutions
Encourages sales of the “unified” solutionEncourages sales of the “unified” solution
End-customers can use CSF as long as they have the rights End-customers can use CSF as long as they have the rights to the ISV’s unified solutionsto the ISV’s unified solutions
No warranty or support provided under the ISV No warranty or support provided under the ISV agreementagreement
ISVs provide end user support of the unified solutionISVs provide end user support of the unified solution
Embedded Upgrade Maintenance (EM) Embedded Upgrade Maintenance (EM) – Software Assurance program for ISVs - available to end – Software Assurance program for ISVs - available to end usersusers
SI / ISV is developing and providing CSF 3.0 SI / ISV is developing and providing CSF 3.0 consulting servicesconsulting services
MSDN Subscription, provides full version, MSDN Subscription, provides full version, albeit throttled to 5 sessionsalbeit throttled to 5 sessions
CS Partner Portal exposureCS Partner Portal exposure
Call To Action: Next StepsCall To Action: Next Steps
Visit Communications Sector Partner Visit Communications Sector Partner Network:Network:
http://www.microsoft.com/serviceprovidehttp://www.microsoft.com/serviceproviders/partners.mspxrs/partners.mspx
Communications Sector Partner Communications Sector Partner Network Portal: Network Portal:
www.microsoft.com/csportalwww.microsoft.com/csportal
Pick up a copy of the Pick up a copy of the Communications Sector Partner Communications Sector Partner Reference Guide Reference Guide
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. © 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after
the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.