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Your Guide: Mark Stuyt
About Mark:
▪ Founder – Chief Engagement Officer, Neural Impact Inc.
▪ 7 Years management consulting to global Microsoft community
▪ 25 year sales professional (CA, Pivotal CRM, PeopleSoft, SAP)
▪ Developed Microsoft Accelerated Selling Methodology (Cloud SureStep)
▪ Developed Microsoft Industry Acceleration Content
▪ >100s 1:1 partner workshops
▪ Developed and delivered global SMB PSE CAA Workshops
Understanding the Partner
Economic Model
Interpreting the Partner
Profile Assessment
Facilitating a Partner Planning
Whiteboard
Building Partner-Led Offers
Partner Marketing &
Messaging Assessment
Partner Business Plan
Presentations
Our Focus….
Change Drivers
Workshop Review & Next
Steps
Buyer 2.0
Industry Partner Win Rates
20%
50%
80%1-3 Industries
(teach)
>3 Industries
(service)
1 Industry
(disrupt)
We retain ….
20% of information if we hear it
50% if we hear and see it
70% if we say it
90% if we say and do it
Retention Through Action
http://neuralimpact.ca/pdm/
Consumption Gap
Escalation of Technology Product
Features and Complexity
Ability of the business
to fully utilize features
CONSUMPTION GAP
Source is Complexity Avalanche, by JB Wood
Partner Engagement Process
Partner
Assessment1Identify
build-with
focus areas2
Identify
growth
priorities3
Joint
solutioning
exercise4 Business
planning5
Workshop Objectives…
Primary Challenges…
ExerciseExercise
Top 3 Objectives
Assessing Partner Capabilities
Partner ’s
Goals +
Strategies =
Their Vision & Outcome
Microsoft’s
Goals +
Strategies =
Our Vision & Outcome
Overlap the Outcomes and Create a
Set of Durable Vision Statement Actions
that guide the ongoing business value to working together
Vision Alignment
SI Partner Profile - Customer Acquisition Capability
SI Partner Profile - Solution Maturity
Partner SegmentationLow Solution Maturity/Low Customer AcquisitionNew to MPL, high potential
Low customer adds, low industry focus
Low Solution Maturity /High Customer AcquisitionEarly movers/BITC, high growth
Low customer adds, low revenue (cloud)
High Solution Maturity/Low Customer AcquisitionLarge transactions, slow growth
Low customer adds, high revenue (OP)
High Solution Maturity/High Customer AcquisitionEstablished partners, limited influence
High customer adds, high revenue
Team Creation:
Organize into teams of four (maximum) based on partner focus:
ISV, SI, MSP, LSP, Disty
Create a team name
Adjust the Partner Assessment to reflect the realities of your local market and “typical” partner profiles.
ExerciseTeam Exercise
Partner Profile Assessment Adjustment
Solutions
Outsourcing
Transformation
Commodities
Differentiated
Competitive
position
Undifferentiated
Market Pricing Premium
Relevant to
Needs of
customer
Irrelevant to
The Experience Economy – Pine & Gilmore (2011)
Partner Value Delivery/Differentiation
IP Staircase
Labeled
bundles
Full functional
solutionsPackaged
extensions
Full vertical
solutions
Office 365
Complexity/Cost/Revenue Potential
Diffe
rentiatio
n/C
ust
om
er
Valu
e/U
sag
e
POTENTIAL ISV PARTNERING
Driving The P&L Shift
Services
$
$
$
$
$
$
Consult Design Implement Integrate Maintain Manage Adopt
Project
Services
Managed
Services
Current State
Services
$
$
$
$
$
$
Consult Design Implement Integrate Maintain Manage Adopt
Project
Services
Optimization
Services
Selection
Services
Services Evolution
Services
$
$
$
$
$
$
Consult Design Implement Integrate Maintain Manage Adopt
Selection
Services
Optimization
Services
Partner of the Future
Project
Services
Business Case
Industry
Benchmarking
SI Partner Profile
Starting P&L
Revenue Stream Options
Will margins on existing revenue streams decline?
What new revenue streams will they develop?
What are their new cloud offerings?
What margins will the new offerings command?
How much will need to be invested in sales, marketing & R&D?
What should an MPL look like after three years?
Revenue?
Gross margin?
Solution mix?
G&A?
Considerations….
Adjust existing Revenue Streams and Gross Margin % to reflect local realities (if significant gap exists)
Adjust Operating Expenses to align with existing partner profiles
Discuss & debate changes to drive a profitable P&L in three years.
Teams have 30 minutes to complete the task.
One team from each partner profile will have the opportunity to present their recommendations. Volunteer early.
ExerciseTeam Exercise
Partner P&L Transition
One team from each profile reviews:
End state partner P&L
Core assumptions
Anticipated challenges & risks
5 – 7 minutes/team
ExerciseTeam Exercise
P&L Model Reviews
Cloud Business Model Transition
Source is JB Wood, Technology Services Industry Association
Partner Planning Whiteboard
Psychology of Engagement
24 X 78
e-motion
Why Whiteboard
Interactivity drives engagement - PowerPoints?Extends interaction time
Engages the limbic/emotional brain
Picture superiority effect10% recall after 1 week (auditory delivery)
65% to 70% recall with visual image
88% of executive prefer dialogue to PP (Forrester)
Reading & listening creates confusion
Visual channel > auditory channel
Progressive DisclosureSurprise = Novelty
Brains are drawn to Novelty (survival mechanism)
Stimulates: attention, emotion, reward circuits (embeds memory)
SI Partner Profile
Customer Acquisition Capability
So
lutio
n M
atu
rity
FY18 Partner Business
Plan Template
Contoso Systems Inc.
Apps and Infrastructure
Practice/
SolutionPractice building blocks
Cloud
Infrastructure
and
Management
Hybrid Networking
Hybrid Storage
High Performance Computing
Data Center Transformation
Windows Server Apps on Azure
Extending Azure with
Azure Stack
Development and Test +
DevOps
SAP on Azure
Red Hat on Azure
Hybrid Infrastructure Security
and Management
Backup, Archive, and DR
Application
Innovation
DevOps
Customer Facing – Digital
Marketing
Customer Facing – Mobile
Customer Facing –
Transactional
Apps/eCommerce
Customer Facing – Gaming
Customer Facing – Media
App Modernization and
Integration
Modern Workplace
Practice/
SolutionPractice building blocks
Collaboration
Modern Collaboration and
Effective Teamwork
Employee Engagement and
Empowerment
First Line Workers
Modern
Desktop
Modern Desktop Deployment
Modern Desktop Managed
Services
Security and
Compliance
Enterprise-level Identity
protection
Control and protect
information
Regulatory compliance
Proactive attack detection and
prevention
Cloud Voice
Meetings with PSTN dial-in
Cloud PBX enablement
Business Applications
Practice/
SolutionPractice building blocks
Customer
Engagement
Customer Service
Field Service
Project Service Automation
Sales
Operations
Talent Management
Retail
Finance and Operations
Business Apps
Finance and Operations
Sales
Marketing
Data and AI
Practice/
SolutionPractice building blocks
Data Platform
and Analytics
Data Platform Modernization
and Mission Critical
Applications
Oracle Migration to SQL/Azure
Data Warehousing and Big
Data
Business Analytics and AI
Modern Business Intelligence
IoT PaaS Solutions
IoT SaaS Solutions
Practices/Solutions and Building Blocks
Industry/Horizontal Solutions
Build-with Plan - Practices
Solution Areas Practices
Modern
Workplace
Business
Applications
Apps & Infra
Data & AI
Collaboration
Modern Desktop
Security and compliance
Cloud Voice
Customer Engagement
Operations
Business Apps
Cloud Infrastructure and Management
Application Innovation
Data Platform & Analytics
KEY SOLUTIONS/ PLAYS INVESTMENTS
Modern Collaboration & Effective Teamwork: Records Management
(existing)
Modern Desktop Managed Service (existing)
Security & Compliance: Regulatory Compliance: Compliance & Security
Suite for Manufacturing (new)
1. Partner Gives: $135,000
2. CIF: $5,000
3. MDF: $12,000
N/A
Hybrid Storage: (existing)
Data Center Transformation: (existing)
Extending Azure with Azure Stack: (existing)
1. Partner Gives: CSA Resource FTE
2. CIF: $0
3. MDF: $15,000
Oracle Migration to SQL/Azure (existing)
IoT PaaS Solutions: IoT Remote Monitoring & IoT Predictive
Maintenance: Silent Witness Remote Monitoring (new)
1. Partner Gives: $100,000
2. CIF: $5000
3. MDF: $15,000
Joint Priorities and Big Bets
Priority / Big Bet Description Expected Outcome &
Business Impact
Key Milestones
Timeline
(Month/Quarter)
Investments & Resources
Needed
4 new customer adds in
FY18 with average deals
size of $125K services
and $10K MRR.
Beta release to
foundation customer
11/17
GA release 01/18
Food & Beverage
version GA in FY19
Partner: Dedicated product
manager (contract)
PTS to confirm architecture.
Partner: $1M marketing budget
$145K website budget
MSFT: PMA to confirm/support
industry messaging.
2 new customer adds in
FY18 with average deals
size of $100K services
and $12K MRR.
Beta release to
foundation customer
11/17
GA release 02/18
Partner : IoT specialist FTE
MSFT: Advanced Analytics TSP to
validate architecture.
Review your Partner Profiling Assessment and abstract for strengths &weaknesses
Identify current solution & practice portfolio Brainstorm new “safe” and “stretch” cloud practices
Determine joint investments & impact metrics
Brainstorm recommended marketing and sales investments.
60 minutes to prepare….
One team from each partner profile whiteboards the planning process to a partner “leadership team”
30 minutes to facilitate
ExerciseTeam Exercise
Partner Planning WB
What ‘landed’ today?
Take AwaysWorkbook Exercise
Key Takeaways
Understanding the
Economic Model
Interpreting the Partner
Profile Assessment
Partner Planning Whiteboard
Building Partner-Led Offers
Partner Marketing &
Messaging Assessment
Partner Business Plan
Presentations
Our Focus….
Changing Buyer Behavior Psychology of Engagement
Building Partner-Led Offers
(& Differentiation)
On-Premise Differentiation
(logical)
Cloud Differentiation
(emotional)
IP Staircase
Labeled
bundles
Full functional
solutionsPackaged
extensions
Full vertical
solutions
Office 365
Complexity/Cost/Revenue Potential
Diffe
rentiatio
n/C
ust
om
er
Valu
e/U
sag
e
POTENTIAL ISV PARTNERING
Partner Progression – Labelled Bundle
IT Support
IT Consulting
Office 365, SharePoint
Online, EMS, Delve
Financial Impact – Labelled Bundle
39.7%
23.5%
Average Gross Margin Average Annual Revenue Growth
Source is CloudSpeed Realities on the Ground Study 2017
Managed
Services
(Contracted
Support)
Traditional
Professional
Services (Project
Based)
Cloud
Subscription
Reselling
Partner Progression – Packaged Extension
Unlimited Support Services for
Cost-Effective IT Management
Connectors to outside
databases, and Industry-
specific Dashboards
Office 365, Power BI,
Azure
Financial Impact – Packaged Extension
Managed
Services
(Contracted
Support)
Partner Own IP
Subscriptions
Traditional
Professional
Services (Project
Based)
Cloud
Subscription
Reselling
40.6%
24.3%
Average Gross Margin Average Annual Revenue Growth
Source is CloudSpeed Realities on the Ground Study 2017
Partner Progression – Functional Solution
CRM Online Sales Methodology
to Ensure Timely Lead Transfer
and Disposition
Standardized, Cloud-Based Content Repository and Workflows to Automatically Tailor RFP and Proposal Content
Office 365,
CRMOL, SP Online
Financial Impact – Functional Solution
44.1%
27.6%
Average Gross Margin Average Annual Revenue Growth
Source is CloudSpeed Realities on the Ground Study 2017
Managed
Services
(Contracted
Support)Partner Own
IP
Subscriptions
Traditional
Professional
Services (Project
Based)
Cloud
Subscription
Reselling
Partner Progression – Vertical Solution
Training videos and support
Re-useable code “library” derived from past projects, Nintex workflows, AI bot
Office 365, Power BI,
Yammer
Financial Impact – Vertical Solution
48.6%
31.6%
Average Gross Margin Average Annual Revenue Growth
Source is CloudSpeed Realities on the Ground Study 2017
Managed
Services
(Contracted
Support)
Partner Own
IP
Subscriptions
Traditional
Professional
Services (Project
Based)
Cloud
Subscription
Reselling
Place each of your managed partners into one of the five IP staircase steps.
Team Exercise
IP Staircase Segmentation
Offer Development
External
Trigger Event
(Why)
Trigger Event
(Why)
Business
Challenge
($/Risk=Why)
Operational
Limitation
(How)
New
Capability
(How)
Solution
Requirements
(What)
• Compliance
Violation
• Patient Complaint
• Lost a Key
Employee
• Opened a new
facility/location.
• Open New Branch
• Lost Customers
• Employee Churn/Turnover
• Declining Member Profitability
• Financial loss
• New Project
• Acquisition
• Lost Bid
• Inaccurate
Estimate
• Project Write Off
• Growth
• Technology Failure
• HW/SW Refresh
• Security Breech
• Lost Data
• Contract Renewal
• Provider OutageTraditional
IT
Professional
Services
Firm
Primary
Healthcare
Provider
Credit Union
Professional Services Solution Matrix
Industry Driver Trigger EventBusiness
Challenge
Operational
LimitationNew Capability
Microsoft
Cloud
Solution
Set
New Service
(Project or
Managed)
Industry Cloud Solution - PSA
Economy:
Private sector
funding large
capital projects.
Regulatory
Suppliers
Competitors
Customers
Customers’
Customers
Acquired a
specialty
engineering firm
in a distant city
(M&A).
Managing
larger, more
complex
projects.
Manage critical
project
documentation
across large,
geographically
diverse project
teams.
Project
documentation
stored on a project
shared project site.
Whiteboard with
Skype for project
solutioning.
Approvals workflow
for estimates, change
orders.
Online RFP, project
plan and estimate
review.
Office 365
SharePoint
for
Engineering
(partner IP)
Skype for
Business
Document
version
control
SharePoint for
Engineering
configuration
and
maintenance.
Industry Solution Matrix
Trigger EventBusiness
Challenge
Operational
LimitationNew Capability
Microsoft or
Partner Solution
Elements
New Services
(Project or
Managed)
Economy
Regulatory
Suppliers
Competitors
Customers
Customer’s
Customers
Industry Cloud Solution Definition
Teams develop a minimum of three new cloud offers
45 minutes to complete
ExerciseTeam Exercise
Offer Development
Assessing Partner Marketing
Marketing Assessment
The customer buying journey has
shifted to online
of B2B buyers usually engage a
sales rep only after they’ve already
made a purchase decision.65%
Customer experience is the source of
differentiation (Gartner 2015).
Engaged customers buy more
frequently50%
Engaged customers spend more
per year200%
Engaged customers are more
likely to indicate brand loyalty5x
Source: IDC eBook, sponsored by Microsoft, The Modern Microsoft Partner Series,
Part 3: Modernize Sales and Marketing, 2016Source: Mcorp 2016
The Facts…
to.
Few partners currently nurture their prospects.
In the past marketing created a lead (10%) handed it to sales for closure.
Outbound marketing (telemarketing, e-mail, events) no longer works
Triage has become strategic
Impact?
Get Found Convert NurtureTriage
Industry Focus
Thought Leadership
SEO, SEM, Social
Digital Engagement
Calls-to-Action
High Value Offers
Deliver Value
Engagement
Communications
Build Relevance
Remain in Conscience
CRM/Automation
Four Marketing Disciplines….
Engage Tribally (Industry)
Greater productivity
Improve customer satisfaction
Better visibility
Scalable
Manageable
Reliable
Powerful
Easy to use
Dynamic
Business software
World leader
Market leader
Best-in-class
Best-of breed
Cost effective
End-to-end solution
Increase revenues
Reduce costs
Competitive
advantage
Mission critical
Award winning
Value add
Best
Unique
Great
Innovative
Exclusive
Business solutions
Collaboration
Use Real Language
Engage Emotions
Retrieved: Sept. 2016 https://www.theassetguardian.com
What is the cloud? Where is the cloud? Are we in the cloud now? These are all
questions you've probably heard or even asked yourself. The term "cloud
computing" is everywhere.
In the simplest terms, cloud computing means storing and accessing data and
programs over the Internet instead of on your computer's hard drive. The cloud is
just a metaphor for the Internet. It goes back to the days of flowcharts and
presentations that would depict the gigantic server-farm infrastructure of the
Internet as nothing but a puffy, white cumulonimbus cloud, accepting connections
and doling out information as it floats.
What cloud computing is not about is your hard drive. When you store data on or
run programs from the hard drive, that's called local storage and computing.
Everything you need is physically close to you, which means accessing your data is
fast and easy for that one computer or others on the local network. Working off
your hard drive is how the computer industry functioned for decades; some would
argue it's still superior to cloud computing, for reasons I'll explain shortly.
The cloud is also not about having a dedicated network attached storage (NAS)
hardware or server in residence. Storing data on a home or office network does not
count as utilizing the cloud. (However, some NAS will let you remotely access things
over the Internet.
Simplicity
Digital Engagement Gap:
Review the website of your most industry-focused managed partner.
Identify evidence of industry, persona and emotional engagement.
Workbook ExerciseWorkbook Exercise
Digital Engagement Gap
Get Found Convert NurtureTriage
Industry Focus
Thought Leadership
SEO, SEM, Social
Digital Engagement
Calls-to-Action
High Value Offers
Deliver Value
Engagement
Communications
Build Relevance
Remain in Conscience
CRM/Automation
Outbound to Inbound
Content needs to be specific & relevant to the individual
Industry Persona Alignment
Persona Specific Nurture Assets
What: IT/End User – Features
Product specifications | Webcasts |
Whitepapers, product comparisons | Calculators |
(<10 pages, 60 minutes)
How: Managers – Business process/
departmental focus
Case studies | Product videos | (<5 pages,
15 minutes)
Why: Leadership – Results oriented ($ and risk)
Analyst reports | Infographics | Videos
(testimonials, impacts) | (1 page, 2 minutes)
Nurture Calendar
Core Cloud Demand Generation Framework
Microsoft Partner Confidential
Partner Marketing
Resourcing Stage# of Marketers
Focus areas of
customer journeyDemand Generation Essentials
Sophisticated Marketing 2 to 5 Mktg. FTEs + Agency
Or 6+ Mktg. FTEs
• All stages • Advance content production and marketing
capabilities to create personalized experiences
• Advance website with responsive design and
personalization
• Campaign landing pages and paid search
• Thought leadership content, such as
white papers
• Host events, attend/sponsor larger
industry events
• Invest in advanced technology to
manage multiple media channels,
events and sales enablement
• Hire and outsource data analytics
expertise
Tools
Practical Marketing 1 FTE or less • If focused new customer
acquisition – Explore,
Evaluate, Advocacy
• If existing customer focus –
Expand, Renew, Advocacy
• Tell your story
• Build up your content
• Get basic marketing infrastructure in place
with basic website
• Concentrate on low cost activities that will
drive your contacts to specific qualification
actions: such as a webcast, demo, or trial
• Simple CRM
• Basic website
• Pinpoint
• Email marketing platform
• Social media- blogs (linked to website)
Progressive Marketing 1 Mktg. FTE + Agency
Or 2 to 5 Mktg. FTEs
• All with most effort focused
on Explore, Evaluate,
Advocacy
• Expand your content:
• Add video
• Add SEO to your website
• Vertical specific content
• Customer case studies
• Social media is mainstream
• Basic marketing automation to
connect web, social and CRM
• Integrated billing/CRM
• Pinpoint
• Formalize customer training, support,
engagement practices
• Structure for developing customer
references
Website Audit
20 minutes to present
Partner Assessment
Homework Exercises www.neuralimpact.ca/mini-audit
Select one of your three partner offers
Develop a three month nurture calendar
30 minutes to complete
ExerciseTeam Exercise
Marketing Asset Development
Developing a Compelling
Partner Business Plan
FY18 Partner Business
Plan Template
Contoso Systems Inc.
Partner Profile/Overview Investment Capacity
• Cloud Solution Architect (hire) $135K
• Security Engineer (hire) $110K
• Marketing $350K budget
• MFG Compliance & Security Suite Offer
$125K
• IoT BI Offer Development $100K
• All funding from existing operations,
external capital has not been sourced to
accelerate growth.
Microsoft Performance Track Record
• FY17 Billed Revenue - $200K
• FY17 Cloud Billed Revenue – $45K
• FY17 CSP Revenue – $20K
• FY17 Customer Adds - 6
Partner Business Goals / How Microsoft
Contributes (FY18-20)
• CAGR 20%
• Revenue $20M (2020) 65% MSFT
• EBITDA: 12% (current 8.4%)
• MRR: >15% (currently 9%)
• Gross Services Margin: >40%
• Contract Renewals: 95%
• Rev/Customer: $130K
• Build a MFG BU
• Open a 3rd location
Market Competency & Value
Proposition to Customer/ChannelNon-Microsoft Proven Ecosystems Key Blockers / Help Needed
• MFG concentration
• SharePoint practice (ECM)
• Existing compliance offering (5 customers)
VMware
Citrix
• Limited marketing skills
• No existing PLM or product management
expertise
Apps and Infrastructure
Practice/
SolutionPractice building blocks
Cloud
Infrastructure
and
Management
Hybrid Networking
Hybrid Storage
High Performance Computing
Data Center Transformation
Windows Server Apps on Azure
Extending Azure with
Azure Stack
Development and Test +
DevOps
SAP on Azure
Red Hat on Azure
Hybrid Infrastructure Security
and Management
Backup, Archive, and DR
Application
Innovation
DevOps
Customer Facing – Digital
Marketing
Customer Facing – Mobile
Customer Facing –
Transactional
Apps/eCommerce
Customer Facing – Gaming
Customer Facing – Media
App Modernization and
Integration
Modern Workplace
Practice/
SolutionPractice building blocks
Collaboration
Modern Collaboration and
Effective Teamwork
Employee Engagement and
Empowerment
First Line Workers
Modern
Desktop
Modern Desktop Deployment
Modern Desktop Managed
Services
Security and
Compliance
Enterprise-level Identity
protection
Control and protect
information
Regulatory compliance
Proactive attack detection and
prevention
Cloud Voice
Meetings with PSTN dial-in
Cloud PBX enablement
Business Applications
Practice/
SolutionPractice building blocks
Customer
Engagement
Customer Service
Field Service
Project Service Automation
Sales
Operations
Talent Management
Retail
Finance and Operations
Business Apps
Finance and Operations
Sales
Marketing
Data and AI
Practice/
SolutionPractice building blocks
Data Platform
and Analytics
Data Platform Modernization
and Mission Critical
Applications
Oracle Migration to SQL/Azure
Data Warehousing and Big
Data
Business Analytics and AI
Modern Business Intelligence
IoT PaaS Solutions
IoT SaaS Solutions
Practices/Solutions and Building Blocks
Industry/Horizontal Solutions
Joint Priorities and Big BetsPriority / Big Bet Description Expected Outcome &
Business Impact
Key Milestones
Timeline
(Month/Quarter)
Investments & Resources
Needed
4 new customer adds in
FY18 with average deals
size of $125K services
and $10K MRR.
Beta release to
foundation customer
11/17
GA release 01/18
Food & Beverage
version GA in FY19
Partner: Dedicated product
manager (contract)
PTS to confirm architecture.
Partner: $1M marketing budget
$145K website budget
MSFT: PMA to confirm/support
industry messaging.
2 new customer adds in
FY18 with average deals
size of $100K services
and $12K MRR.
Beta release to
foundation customer
11/17
GA release 02/18
Partner : IoT specialist FTE
MSFT: Advanced Analytics TSP to
validate architecture.
ScorecardGTM and Co-Sell Ready FY17 Actual FY18 Target Comments
Practices/solution apps launched
achieving first customer win Dynamic 365 win – Maersk(Q4)
Cloud PBX Practice kick Off(Q4)
Validate with 2 addional wins D365
Bring 3 lCloud PBX replacements
Accelerate D365 and become co-sell ready by H1FY18
Have the 1st Cloud PBX deployment by H1FY18
Performance – MSFT Metrics FY17 Actual FY18 Target YOY %FY19
Estimated
FY20
EstimatedBasis for Growth
Azure consumed Revenue US$ 50 K US$ 100 K US$ 250 K US$ 0.5 MM Focus and expand on IaaS
O365 Active Usage 500 2,0000 5,000Cloud PBX Practice
Upsell to E5 from E1/E3 installed based
Dynamics 365 - US$ 500 K US$ 1,000,000 US$ 1,500,000
Depth in Chile and Accelerate Geo expansion in México &
Perú
Better Orchestration with other Alfapeople Branches for
regional projects (Ex. Sally Beauty)
Performance – Partner Led
MetricsFY17 Actual FY18 Target YOY %
FY19
Estimated
FY20
EstimatedBasis for Growth
Revenue CSP/Influenced and services –
D365US$ 150 K US$ 750 K US$ 1 MM US$ 1.5 MM
Fous on Dynamics 365 growth practice
Build vertical based on Business needs
Leverage Linkedin value proposiyion
Geographical expansion
Revenue CSP/Influenced and services –
Cloud PBXUS$ 50 US$ 200 K US$ 0.5 MM
Leverage internal deployment
Leverage Click2Call integration with Skype
Expand Azure business US$ 50 K US$ 100 US$ 250 K US$ 500 K Expand IaaS services / SAP on Azure through P2P SAP
Build-with Plan - Practices
Solution Areas Practices
Modern
Workplace
Business
Applications
Apps & Infra
Data & AI
Collaboration
Modern Desktop
Security and compliance
Cloud Voice
Customer Engagement
Operations
Business Apps
Cloud Infrastructure and Management
Application Innovation
Data Platform & Analytics
KEY SOLUTIONS/ PLAYS INVESTMENTS
Modern Collaboration & Effective Teamwork: Records Management
(existing)
Modern Desktop Managed Service (existing)
Security & Compliance: Regulatory Compliance: Compliance & Security
Suite for Manufacturing (new)
1. Partner Gives: $135,000
2. CIF: $5,000
3. MDF: $12,000
N/A
Hybrid Storage: (existing)
Data Center Transformation: (existing)
Extending Azure with Azure Stack: (existing)
1. Partner Gives: CSA Resource FTE
2. CIF: $0
3. MDF: $15,000
Oracle Migration to SQL/Azure (existing)
IoT PaaS Solutions: IoT Remote Monitoring & IoT Predictive
Maintenance: Silent Witness Remote Monitoring (new)
1. Partner Gives: $100,000
2. CIF: $5000
3. MDF: $15,000
Teams develop a “mini” based on the workshop exercises and present to the group.
ExerciseTeam Exercise
Partner Business Plan Presentations
Comfort Zone
Comfort Zone
Performance Zone
Panic
Zone
Momentum
Offering Set
Marketing Services
Sales
CLV
Document next steps/action plan and target completion dates.
ExerciseExercise
Action Plan
What ‘landed’ today?
Take AwaysWorkbook Exercise
Key Takeaways
