Q3 Productivity Campaign February 2006

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Q3 Productivity CampaignFebruary 2006
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Agenda For Kick Off Meeting

• Campaign Overview
• Partner Benefits
• Readiness
• Partner Engagement
• Next steps

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One Slide Summary

• Campaign Theme Microsoft can help you locate
  the critical information people you need to
  make the right decisions quicker
• Scenarios Data Insight, Effective Teaming,
  Information Anywhere
• Launch Date Feb 13th ( partner events
  scheduled from Feb to May 1)
• BGs IW ( including RTC), MBS, Server Tools
  Mobility
• Segments Midmarket, Enterprise
• Verticals Manufacturing, Professional Services,
  Public Sector, FSI, Telco
• Partners 45 across 3 scenarios, over 120 events
  scheduled to date
• Components DM, eDM, Web, Partner Events, Offers
• Call to Action options targeted to Customer
  Purchase Lifecycle
• Specialised Content for Registered Downloads
• 2 Thru Partner Customer offers
• 3 Sales Offers

All Sales offers Thru Partner Offers have
been vetted to ensure they resonate with target
market
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Campaign Imperatives
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Campaign Messaging
Microsoft solutions can help customers better
manage, control and prioritise the increasing
volume of email and information all using
software thats easy to use and integrate. With
faster and easier access to information, teams
can work together more efficiently, and
productively.
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Customer Value Proposition
Value proposition for business decision makers
and technology decision makers for each of the
key solution areas
Key Solutions
Key Solutions
Key Solutions
Financial management, Supply Chain Management,
Business Intelligence, EPM, CRM
Employee Portals, Document Records Management,
Content Management
Mobile Workforce, Mobile Messaging
Exchange Server 2003
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Campaign elements
Umbrella
Support
Audience
ReachTell me
Response Tell me
Trial Show me
Trial Show me
End Action Sale
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Campaign Offers
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Customer Campaign Creative
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DM Hook to Drive to Website

• Business Decision Makers
• 3 day AGSM Managing People for Performance course
  in Sydney or Melbourne, flights from nearest
  capital city with accommodation included
• Technical Decision Makers
• Ticket to TechEd in USA, business class flights
  with accommodation included

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Its in there. Somewhere. Customer Web site

• Drive leads and attendance to partner events
• Highlight to customers the benefits of four
  scenarios
• Content and features including
• Experiential case studies
• Demonstrations
• Lead capture

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Partner Campaign Integration.

• Register customers for your events.
• Provide a resource to attend your events
• Sales and marketing tools are available for
  Partners in the Productivity Campaign Centre
• Customisable marketing materials for Partners to
  run campaigns and events
• White papers
• Case Studies
• Sales resources
• Feedback channels and incentives

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Partner involvement and incentives

• Whats in it for Partners
• Readiness
• Engagement Process
• Key Next Steps from Here

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Top 5 6 Reasons you Need to be involved

• The Productivity campaign is the major marketing
  push for Microsoft between February April 2006
• Get Engaged with Microsoft MidMarket Sales
• Access to Microsoft Sales Specialist Teams to
  engage customers jointly
• Completely thru Partner campaign means we are
  focused on supporting Partners
• Funding set aside for Partners participating in
  this campaign
• Incentives to reward successful partners

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Thru Partner Offers to Help Close Business

• Funded Business Value Workshops for IW partners
  ONLY
• We will fund 50 of the price of a customer
  Business Value Workshop ( maximum 2k per
  engagement) for any Siebel Opportunity qualified
  at 20 or greater
• Eligibility Must Complete Business Value
  Workshop training
• Customer Proof Of Concept Funding for
  participating partners
• Maximum of 10k per deal minimum of 40k in
  Microsoft Licensing revenue
• Subject to approval based on the merits of
  individual cases

All Opportunities must be reflected in Microsoft
Sales Pipeline to be recognised
Microsoft Business Solutions PoC funding as per
agreement
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Partner Incentives

• 10k Vertically focused Advertising Package for
  the IW partners with the highest revenue total
  per vertical
• Opportunities must at least be 100k in 80
  stage Sales Cylce Stage in MSPP
• Only for IW Competency Partners
• ½ day Game Fishing with your top 5 prospects
• We will fund a relationship building event for
  you, your top 5 prospects and one Microsoft
  Presales Resource
• Eligibility
• 85k in opportunities in 80 stage Sales Cylce
  Stage in MSPP
• Opporunities tagged to the Productivy campaign
  only ( end April 30th)

All Opportunities must be reflected in Microsoft
Sales Pipeline to be recognised
80 in MSPP means Conduct negotiations and
finalize contract
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Readiness Activities
1.
2.
1.
2.
3.
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Engagement Process - Key points
SINGLE POINT OF CONTACT Frédéric PomiPartner
Sales Manager Microsoft AustraliaPhone 02 9870
2160 Mobile [phone]Email
fredpomi_at_microsoft.com

• Responsible for
• Engaging the right resources for your
  opportunities.
• Ensuring partner opportunities are recognised
  within the Productivity Campaign for all offers
  incentives

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Engaging with Mid Market Partner Sales Managers

• Opportunity funding
• Whenever you require funding to advance an
  opportunity (e.g. to fund proof of concepts or
  pilots).
• Microsoft PSM will help build an opportunity
  Business Case to get access to funds.
• The money will have to be used to accelerate the
  sales cycle
• Minimal customer investment in will be required
• Joint-Marketing event
• Microsoft PSM will help with getting access to
  fund and engage technical and pre-sales resource
  as appropriate.
• Pre-sales resource engagement
• Your PSM can help getting pre-sales and technical
  resource engaged if the opportunity according to
  the opportunity business case.
• Industry Leadership
• Your PSM can help getting resource from our
  Industry teams involved in opportunities where
  strong Industry knowledge is required.

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Engaging with Mid-Market Partner Sales Managers

• Consortium approach
• Your PSM can help you building a stronger
  joint-approach with other Microsoft Partners who
  have complementary skills or specific solutions.
• Pipeline information update
• It is very important that you share with your
  local PSM your opportunity pipeline as Microsoft
  will only engage on opportunities that are
  registered in our CRM.
• Our goal is to capture all new qualified
  opportunities on a monthly basis and at least 3
  weeks after any demand generation activities

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Engaging with Mid-Market Partner Sales Managers

• Business Case Information
• To justify any investment in money or human
  resource, a Business Case will have to be put
  together.
• Here are the information required
• Opportunity context (customer, actions so far,
  why is the funding required etc.)
• Opportunity qualification
• Is there an opportunity? (e.g. access to fund)
• Can we compete? (e.g. relationships)
• Can we win? (e.g. political alignment)
• Is it worth winning? (e.g. cost of sale, risk)
• Estimated Licensing revenue for Microsoft
• Commitment from Customer (, evaluation plan,
  case study, deployment target etc.)

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Contacts Mid Market Partner Sales Managers
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Mid Market Customer Engagement
MBS Direct Sales
High Lifecycle Customer Management
Products of Choice
Drive attach
MBS Telesales
Customer relationships
MBS Sales
OEM Channel
Leads Generation
Identify Classic Opportunities
Opportunity Management
Web Events Marketing Advertising
Tier 1 2 Telesales
CPE
Investment Funding
Mid Market Customers (19,000)
PAM TelePAM Managed Partners
Pipeline Mgmt
Education skilling
Competitive Win Backs
Direct Sales
Thru Partner Marketing
Business Case
Strategic and/ or High Value Opportunities
Partner Opportunity Managers
Licensing compliance
Strategic and/ or High Value Opportunities
CPE (Direct Touch)
Partner Engagement
Microsoft Engagement
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Sales Engagement model
MSSP Microsoft Solution Sales Process
Sales Cycle Stage
Probability
0
10
60
80
20
40
NA
100
NA
Develop customer requirements establish sponsor
relationship
Validate potential opportunity identify
potential sponsor
Qualify lead/ opportunity
Present solution which exceeds customer needs
Demonstrate capability to exceed customer
requirements
Conduct negotiations and finalize contract
Finalize deployment plan execute
Generate awareness and pre-qualified prospects
Finalize support plan, execute monitor progress
Sales Cycle Objective
Reactive Opportunity Engagement (Strategic,
Large, competitive)
Inside Sales Team (Identify opportunity
qualify)
Direct Sales Team (engage)
Direct Sales Team (monitor Track)
Partner Partner Team
Proactive targeted engagements
Inside Sales Team
Direct Sales Team (engage)
Direct Sales Team (Identify opportunity qualify)
Direct Sales Team (monitor Track)
Partner Partner Team
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Key Requirements

• Now
• Fill out 2 slide Template for Inside Sales
• Make sure your Event Details are correct
• If IW, attend Business Value Workshop Training
• After your event
• Inform the number of attendees to your event
• Schedule a pipeline meeting with Frederic Pomi so
  we can capture appropriate opportunities (
  timeframe 3 weeks)

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And Lastly
As a Thank You for Particpating in this
campaign We have engaged Event Specialist Jack
Morton Worldwide to provide a Tips Tricks
session for Creating a Successful Event This
will be a LiveMeeting on Feb 28th. Details to
follow