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Video - Virteva
How to Sell & make Money with MS Online Services
Kathryn Saducas (Microsoft)
Dave Carden (Telstra)
How to earn revenue with MOS?• Build annuity revenue streams• Reach new customers – 70% new customers• Leverage your existing resources• Increase your gross margin• Grow managed services attach rate• Reduce sales cycles – speed up delivery• Increase capacity – close deals faster• Drive customer costs down – capex to opex
Partner Revenue Models
Migration & Integration
One-Time $
Business Consulting & Customisation Repeat $
Partner of Record Fees Annuity $
Managed Services Recurrent $
Partner Customer
Fees:18% Year
16%
Residual
Receive Fees on Enterprise Agreements Also
Customers that buy subscription software are more inclined to
buy subscription partner services
Telstra
SELL
MANAGEDSERVICES
INTEGRATECUSTOMISE
CONSULT
Partner Revenue - USDAnalysis of 40 deals
Average deal size: 141 seats
Average deal revenue: $24,000
Migration & Integration $46/seat
Business Consulting & Customisation $66/seat
Partner of Record Fees $20/seat
Managed Services $35/seatPOR Fees12%
Migrate & Integrate
27%
Consulting40%
ManagedServices
21%
Total: $167/seat
Different Models
TARGET KEY CUSTOMERS & LOW HANGING
FRUIT
BUILD TRANSACTIONAL
MODEL
BUILD SOLUTIONS
TO LEVERAGE TECHNOLOGY
TRANSACTIONAL• Repeatable Solution• Quick Deployments• Packaged Services• Broad Reach marketing• Promotions to deploy trials
TARGETED •Lotus Note Migration• Exchange Upgrades• New opportunities eg. deskless worker• Unique value proposition eg. contractors, mines etc.
ADD VALUE •Differentiate with solutions• Leverage Sharepoint• Mobility Solutions• CRM Integration• Business Process & Workflow
Pointbridge - Partner of Year 2009
Revenue: $642,000(8 deals/5,200 seats)
Migration & Integration $166,000
Business Consulting & Customisation $382,000
Partner of Record Fees $94,000
P & L Statement
2009 2010 2011
Total Seats 10,000 23,000 40,000
Revenue $1.3 mil $2.4 mil $3.2
mil
Gross Margin with MS Online
54% 57% 60%
On-Premise
s Margin:
45%
Key Customer Scenarios
Reduce costsIncrease SLAEnterprise class software for collaboration
Revenue: $290,250(21 deals/5-110 seats)
Migration & Integration $89,000
Business Consulting & Customisation $147,000
Partner of Record Fees $12,250
Managed Services $42,000
Vorsite – Partner Success
Vorsite Strategy & Pipeline
1. Build pipeline
2. Start with small customers
3. Create and fine-tune processes
4. Dedicate sales resources
Dedicate Sales
Resource
Software + Services + Telstra
Telstra Business Broadband $243*
Other T-Suite Applications Variable
Telstra Mobile Broadband
$163* per user
Next IP™ - TID Premium Ethernet $2,000 +
•Augment Traditional Revenues•Deeper, Differentiated Solution Set•Increase Barriers to Competitors
Telstra adds a new layer of Revenue
Opportunity
*Remuneration may vary based on plans chosen
Add Other T-Suite Applications into your solution set
CustomersB
est o
f Bre
ed
Ap
plica
tion
s
Secure My Data
Manage My Communications
Manage My BusinessProcesses
Manage My Customers
Sales Models:Customer Buys Direct
Typically small business or customer with in-house IT staff
Microsoft or Telstra identify OpportunityDemand Generation through Microsoft & Telstra sales force - Refer a partner
Partner Sells to CustomerPartner drives deal directly
Customer
Buy
Sell
PartnerTelstra or
Microsoft
CustomerRefer Buy
Sell
PartnerCustomer
Buy
Enter dealer code
Customer enters Telstra dealer code here
Summary of Key Payment Rules• Register with Microsoft and Telstra – sign agreements• Dealer code must be entered in T-Suite within 30 days to
earn fees– If code not entered by customer on purchase contact Telstra within
30 days
• 12% paid to the partner responsible for sale• 6% paid to the current POR• Partners get paid Monthly in arrears• Commissions are accrued but not paid in first 30 days• If customer cancels, partner no longer earns fees• If new partner sells new seats they become POR• No commission for BPOS trials
Partner Momentum
View Online
training
Sign Microsoft MOSPA
Agreement
Pass MOS Exam online
Sign Telstra
Agreement online
(Microsoft Schedule)
Eligible to Start Earning
Fees
115 partners completed Microsoft criteria18 partners already signed Telstra Agreement
New Capabilities
Internal UseUp to 250 free seats year 1Year 2 > 2 x 25 seat deals = freeOtherwise discounted rate per seat year 2
Commerce DashboardTrack & Manage your CustomersCustomer statusSubscriptions and trialsFee payments
Order on BehalfSell & Ensure you are PORDelivered via Telstra T-SuiteBased on partner feedback
Demo Accounts12 month free demo (extended trial)20 usersSet up demo sites to show customersTesting features and functions1 per year
AvailableNow
Coming Soon
AvailableNow
Coming Soon
Accelerate Initiative
Commit to sell 8 deals > 25 seats
Invest in training
Drive Customer Pipeline
Marketing Incentives
Pre-Sales & Tech Support
Up to US$10,000 to earn
Nomination Criteria
Benefits
Partner Technical Skills
Foundation Skills• Exchange• Active Directory• Desktop Deployment• Troubleshooting
Growth Potential• Sharepoint Site
Design• Live Meeting
Management
Future• Systems Management• Infrastructure Co-
existence• Unified Messaging
Partner Best Practices
Think strategically for the long term, build a plan
Focus resources on this business
Start with small deals and ramp
Sign-up to be an Advisor – Telstra + Microsoft
Learn about T-Suite
Talk to you PAM about Accelerate Initiative
Book meetings with Telstra – attend roundtables
www.discoveronlineservices.com
Call to Action
Questions?
WIN - An HTC SNAP at this session!1. Be the first one to answer the question (from your
presenter)!2. Winner will be given a “certified” Mobile e-mail flyer3. Winner to redeem their HTC Snap prize at the ICT
booth.