MBS Marketing and Sales Update

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• MBS Marketing and Sales Update
• Airlee Gigun Partner Development Manager, MBS
  airleeg_at_microsoft.com

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Agenda

• The Lead Process
• Tools
• How you engage
• Go-To-Market Initiatives
• What are they
• How you can get involved
• Targeted or Industry specific marketing
  activities
• Advertising
• Marketing Tools and Resources
• Partner Direct
• Ready Set Share
• Canadian MBS Page
• Microsoft Partner Program
• Overview
• Key dates

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• Add in marketing bootcamp
• Nov 4 and 5th
• In Mississauga
• They will be able to register October 1
• The can register on microsoft.ca/partner/traininge
  vents
• Only 50 spots!
• 225 (Value of 1995)
• 50 BDF covered

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The Lead Process

• How are leads distributed to Partners?
• Leads are passed to Certified Partners in the
  Microsoft Partner Program
• Leads are delivered to you through your Partner
  Account Manager (PAM) or the Business Planning
  Lead Connection Tool (BPLC)
• How do I get leads?
• Talk to your PAM/TPAM
• Share your business strengths, expertise with
  them
• Engage in pipeline discussions
• Close the loop on all leads you receive
• What is the BPLC?
• Self-service web based application
• Enables easy tracking and reporting of progress
  toward goals and opportunities
• Central location for management of opportunities
  with Microsoft account manager
• This is a tool that is in the ramp up phase
• Not all partners have access

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The BPLC Tool
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Accepting or Rejecting Opportunities

• Partners will initially evaluate opportunities in
  the system based on the following information
• Opportunity Description
• Customer City
• Customer Postal Code
• Revenue Estimate
• Contact information is not displayed until after
  an opportunity is accepted or claimed.
• This prevents two partners from accidentally
  contacting the same customer.
• Once partner accepts, they can see all
  information associated with the opportunity,
  including contact info and opportunity notes.
• The system sets a maximum number of opportunities
  that each partner can have open at any one time
  so one partner cannot take them all.

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Go-To-Market Initiatives

• What are Go-to-Market Initiatives or GTMs?
• Comprehensive market initiative
• Includes sales, marketing, services and partner
  elements
• Typically focus on customer pain points
• What do they mean to you?
• Identify relevant GTM activities for your
  business imperatives
• Good fit with your product/service offering?
• Alignment with your sales priorities/ customer
  needs
• Align and prioritize your marketing activities
• Timely execution
• Tele-prospecting
• A la carte Tools\Partner Direct\Ready Set Share
• Local Advertising
• Local events

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MBS FY05 GTMs

• Business Applications GTM
• Business Operations Management
• ERP GTM
• Connected Customer
• CRM GTM

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Business Operations Management GTM

• Objectives
• Drive revenue and customer adds in Canada through
  rich corporate-led marketing campaigns
• Equip you with readiness tools and training to
  enable you to
• execute marketing programs to create demand
• identify opportunities and close prospect deals.
• Goals
• Deliver 2,450 sales qualified prospects (SQPs)
  to partners
• 280,000 impressions in the marketplace (through
  direct mail, email, tele-marketing, tradeshows,
  events, thru-partner marketing)
• 443 new customer adds

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Key Initiatives H1

• Direct Marketing Activities
• Direct Mail - Letters
• Horizontal (bilingual), Distribution, and
  professional services
• Audience is BDM (Business Decision Makers)
• Different industry selects
• Impressions 40,000
• Email
• Horizontal (bilingual)
• Audience is TDM (Technical Decision Makers)
• Different industry selects
• Impressions 15,000
• Call to action white paper
• Evaluating Financial Management Software Five
  Must- Haves
• Why Cash is King
• Drop Date Mid October
• Geographic Coverage National

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Key Initiatives H1

• Ran Campaign Wave 1 in 2004
• Great results
• Goals 40 customer adds and 250K in net rev
• Actuals 53 Customer adds and gt1 million in net
  rev
• This was deals that were not in the pipeline
  (true net new business)
• Partners were solely responsible for demand
  generation
• Wave 2
• MBS driving demand
• Letter is aggressive in tone
• Call to action is inbound call only
• ACCPAC Campaign Wave 2 20,000 DM impression
• Mid October
• Geographic Coverage National
• Heavier in cities with radio to support
• Details on offer call in to the partner readiness
  session Sept 28th 4pm EST Live meeting, should
  have received details if not contact PAM or
  Tele-PAM

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Key Initiatives H1

• Navision 4.0 Launch
• TWO DAYS!!!!
• Day 1 Product
• Whats new in Navision 4.0 -Michael Rosenørn,
  Global Product Manager
• Navision Business Analytics
• Navision 4.0 Manufacturing - Henrik Grann, Senior
  Product Manager
• SQL Support SQL Performance, Navision - Michael
  Rosenørn
• Monte Carlo Night at the Mississauga Living Arts
  Centre
• Day 2 Sales and Marketing
• SMSP Canada Update
• MBS Sales Update
• Navision Marketing and FY05 Marketing Plan
• Closing Key Note René Stockner, General Manager,
  Navision, Microsoft Corporation
• October 6 - 7, 2004
• Microsoft Canada Co, 1950 Meadowvale Blvd,
  Mississauga

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Key Initiatives H1

• Navision Tech Day
• Comprehensive technical event for
• IT professionals
• Implementation Consultants
• Project Managers
• Developers working with Microsoft Business
  Solutions Navision software.
• FULL day of content-rich, educational training
  focused on Navision 4.0.
• Get trained by a team of global Microsoft
  Navision product technical EXPERTS!
• Register today https//www.exporeg.com/navision/
• October 5, 2004
• Microsoft Canada Co, 1950 Meadowvale Blvd,
  Mississauga
• Fee

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Advertising and PR Strategy

• Re-deployment of the radio spots we ran last
  spring.  
• The spots will be running in five cities
• Toronto English CFTR, CHFIFM, CJCL, CFMJ,
  CILQFM, CFRB, CKFMFM  Sept. 6 for 4 weeks      
  
• Go to www.microsoft.ca/growyourbusiness
• Vancouver English CHQMFM, CFMIFM, CKNW,
  CKLGFM, CKWX Sept. 6 for 4 weeks       Go to
  www.microsoft.ca/winningdecisions
•                     
• Calgary     English      CJAYFM, CKISFM,
  Sept. 6 for 4 weeks       Go to
  www.microsoft.ca/winningdecisions
• CHFMFM, CHQR                                 
• Edmonton English      CFBRFM, CFMGFM, CHED,
  Sept. 6 for 4 weeks       Go to
  www.microsoft.ca/winningdecisions
• CKNGFM                                
• Montreal   French     CKGLFM, CKOOFM, CKMFFM,
  Sept. 13 for 4 weeks      Go to
  www.microsoft.ca/croissance
• CKAC                                
• Offer Making Winning Software Decisions

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Connected Customer GTM

• Objectives
• Increase Microsoft CRM Partner Engagement
• Accelerate CRM Adoption
• Continue to drive awareness for the Microsoft CRM
  business with a customer evidence strategy
• Goals
• Deliver xxxxx sales qualified prospects (SQPs)
  to partners
• xxxxx impressions in the marketplace
• 237 new customer adds

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Key Initiatives

• Direct Marketing Activities Connected Customer
• One Direct Mail and one TDM email
• One Manufacturing
• One distribution letter
• One professional services letter
• Email is horizontal
• Impressions DM - 45,000
• Impression EM 15,000
• Email October 1st
• DM October 18th
• Geographic Coverage National

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MBS Tools and Resources

• Partner Direct
• Generate awareness for customers at the beginning
  of the sales cycle
• Build potential sales leads
• Up to 5,000 Direct Mails
• Drive demand with small and mid-market customers
• Ready Set Share
• A web-based, automated marketing tool that
  professionally executes personalized
  presentations, seminars and workshops through
  partner co-marketing
• Help move clients further along in the sales
  cycle from awareness to purchase
• Invite 100 Customers to a Ready Set Share Event

FREE
www.microsoft.ca/partner/tools
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MBS Tools and Resources

• Lists
• For both tools lists need to be provided by you,
  Microsoft can not provide its list
• List Rental Services are available, some include
• Cornerstone
• http//www.cstonecanada.com/divisions/clb/index.ht
  ml
• DB
• http//www.dnb.ca/
• Harte-Hanks
• http//www.harte-hanks.com/cgi-bin/inetcgi/hh/inde
  x.jsp

www.microsoft.ca/partner/tools
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Marketing Tools and Resources

• Provides FREE professional full colour Direct
  Mail sent to existing prospect customers
• Customer data is handled by a third-party that
  will keep it confidential
• Aligns with Microsofts Go-To-Markets (GTMs)
• French English versions of the Direct Mails are
  available
• After approval it takes 2-3 weeks to be received
  by the end customer

Partner Direct
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Marketing Tools and Resources

• Types of Direct Mails
• Pre-designed Direct Mails
• Contain content about a specific product or
  Go-To-Market (GTM)
• Customize Call to Action and Offer and Contact
  Information
• Customizable Direct Mails
• Template and graphics are provided
• Content needs be completely customized to
  highlight your specific software solution
• Custom Solution Providers ie. ISVs and Certified
  Partners

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Marketing Tools and Resources

• Provides FREE personalized direct mail and e-mail
  invitations
• One resource where partners can find all the
  information they need to hold a
  presentation/seminar
• Available in French English interface but Frech
  communications
• Aligns with Microsofts Go-To-Markets (GTMs)
• Sends personalized direct mail and e-mail
  invitations to customers
• Registration site for customers
• Content and a detailed agenda
• Customer kits including name tags, presentation
  and Whitepapers
• Follow-up thank you and evaluation email to
  customers

Ready Set Share
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Marketing Tools and Resources

• Types of Seminars
• Pre-designed Seminars
• Presentation and Invitation are already written
• Customize Date, Location, Logo and Contact
  Information
• Customizable Seminars
• Invitation and Presentation Templates are
  provided
• Content needs be completely customized to
  highlight your specific software solution
• Custom Solution Providers ie. ISVs and Certified
  Partners

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Marketing Tools and Resources

• A resource page with all Canadian Content
• Events
• Canadian web and live event info
• Navision 4.0 Launch and Tech Day
• CRM Web Session
• Canadian Briefing
• Canadian marketing calendar
• French brochures and a la carte pieces
• Product pages for ERP and CRM products
• Promotions
• Price lists
• Local news
• Partner opportunities
• Canadian advertising schedule

Canadian MBS Web Page
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Marketing Tools and Resources

• Supplement to PartnerSource specifically for
  Canadian partners
• Continue to use PartnerSource for all your main
  information but use this site as a quick access
  for local Canadian activities.
• Information on specific Canadian pricing, product
  offers and promotions as well as marketing
  campaigns, advertising and opportunities for
  partners is all housed in this one easy to
  navigate site.

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Marketing Tools and Resources

• Turnkey Marketing Programs
• No longer available to Canadian partners
• Why?
• A la Carte Marketing Tools
• Still available to Canadian partners
• Look to the new Canadian site for localized
  versions
• US Resources and Programs
• How do they differ from Canadian programs?
• Business Development Funds
• Will continue
• Looking to revamp to align with the MSPP

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MSPP and the MBS Competency
1. Microsoft Partner Program (MSPP) 2205 CDN
2. MBS Partner Service Programs
Overview
3. Reseller Terms and Conditions
Registered Member
MBS Solution Provider Agreement (SPA) Regional
Operation Centers (ROCs)
-- Competencies --
-- Brand--
Consolidated Ordering
SPA Contract
-- Benefits--
-- MBS Services --

• Authorization to order
• License and enhancement discounts
• Terms and Conditions

-- Investment--
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MSPP and the MBS Competency

• September 30, 2004
• Deadline to accept your pre-approval status and
  enroll into the Microsoft Partner Program and
  Competency
• OR
• Meet pre-approval criteria for
• MSPP (Microsoft Partner Program)
• MBS Competency
• ISV/Software Solutions Competency
• Learning Solutions Competency
• October 1, 2004
• MBS Services - Flex Preferred incident price
  increase
• To learn more about them to go PartnerSource gt
  Partner Essentials gt Partner Programs
• July 31, 2005
• Sign the SPA

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• QA

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• Thank You