LAR Update

1
LAR Update

• 27 April 2005

2
Agenda

• Partner Group
• 400-415pm
• Competitive Software Initiative
• 415 - 445pm
• Promotional / Campaign Updates
• 445 515pm
• Licensing Program Product Updates
• 515 545pm

3
Please..

• Please turn your Mobile Phones off during
  sessions.
• Your feedback is important to us. Please hand in
  evaluation form at the end of the day.
• Evaluation forms and a prize

4
Reasons To Change
5
One Partner Team
6
Licensing
7
Licensing Team Responsibilities

• Relationship Management
• Marketing, Campaigns and Initiatives
• Forecasting and Pipeline
• Opportunity Management
• Training and Communication

8
Where to find information presented today

• Microsoft Australia LAR Web site
• www.microsoft.com/australia/partner/communities/re
  seller/lar/default.aspx

9
IntroducingCompetitive Sales AssistancePre-Sale
s Technical Support Now expanded
withCompetitive Sales Assistance
Driving greater competitive wins for partners

• Paul Roworth Platform Strategy Manager
• Microsoft Australia
• paulrow_at_microsoft.com

10
Agenda

• The Competitive Sales Assistance program from
  Microsoft
• Whats in it for you
• How to engage our assistance
• Other competitive support from Microsoft
• Competitive Positioning

11
What is Competitive Sales Assistance?
Partners will have access to direct,
telephone-based support through Telephone-based
Pre-Sales Support (TPTS) designed to provide
12
How is Competitive Sales Assistance delivered?
(Telephone-based Pre-Sales Technical Support)
(Internal MS Escalation Engine)

• CompHot
• 11 CompHot escalation desks worldwide
• Overall VSAT 79 for todays support
• 533.7M revenue (verified impacted)
• 71 win rate (outcomes reported)
• Supports TPTS in partner requests for assistance
• Will take on top tier escalations

• TPTS
• Over 260 professionals
• Delivering partner support
• From 13 locations
• Nine languages
• Overall VSAT 75 for todays presales technical
  support
• Intensive competitive training delivered
• Senior competitive support team formed
• Previous work experience in non-MS technologies

13
How it works
TPTS Support Professional
Attempt to resolve issue through existing
collateral, knowledge resources
Level 1
Expands resources while continuing to resolve
request
Level 2
Mentor
Escalation criteria to move to Level 3
Full CompHot support until case is resolved
Level 3
CompHot
Learning and best practices are shared internally
14
What Competitive Sales Assistance does not
provide?

• Out of Scope
• Joint proposal writing
• On-site support
• Proof of Concept funding
• Joint customer calls
• Post sales support incidents

15
Key Information to Provide When Escalating

• Concise description of the competitive situation
• Competitor, competitive product(s), and MS
  product(s), including versions of products
• Essence of the competitive situation
• Detailed background information including
• Main reason the customer is considering the
  competition
• How you have already responded
• What resources have already been engaged
• Any deadlines or milestones driving the
  customers decision process
• Exactly what form of assistance is being sought

16
Benefits to You

• Direct access to a Microsoft support professional
  who can help you with technical and competitive
  sales questions
• No cost and no limit to calls
• Simplified content searching - One stop shopping
  for
• Third party research
• White Papers
• Case studies
• Customer-ready presentations
• Trouble-shoot technical issues for customer
  proposals
• Saves you time less time researching, compiling
  information, more time to sell
• Assists you in providing the best answers and
  solutions to position Microsoft technologies in a
  way that enables you to win new customers
• Available to all Certified and Gold Partners

17
Other Competitive Support From MS

• Professional Support Incidents
• All Certified Partners receive a 5 pack of
  Professional Support Incidents to assist with
  Post Sales Support
• Partner Advantage
• Offered in two cost-effective plans
• Standard includes phone-based access to product
  support, online resources, and proactive services
  at a fixed price.
• The Plus Plan, a fully customizable offering,
  addresses the more complex requirements of larger
  partners and includes services such as a
  dedicated support professional and more.
• Australian Competitive Strategy team
• Locally based Tier 3 escalation for Partners
  through the Competitive Sales Assistance program
• Can also escalate through your Microsoft Partner
  Account Manager directly or email to
  ptycsi_at_microsoft.com

18
Winning with Microsoft Resources for Partners

• Partner Portal - http//www.microsoft.com/australi
  a/partner/
• (Under Sales Marketing/Competitive Selling)
• Help your customers make the right Choice Get
  the facts on Windows and Linux
• Link to Microsoft Get the Facts website
• Third Party research customer testimonials
• Wealth of online tools available
• Online tutorials, Discussion Guides, Latest News,
  Presentations, Research, Videos, Industry
  Analysis, competitive comparisons

19
Customer Positioning
Third Party Validation
Microsoft Commitment
Best value
Stronger Security
Reliability and Availability
Interoperability
IP Protection
Wins
Go to www.getthefacts.com for complete reports
20
Get the Facts local advertising

• Showcase- Video Ezy Australia
• Chose Small Business Server, SQL Server Office
  2003 over Red Hat/SuSe solution
• Platform for their 560 stores across Australia
• Advertising over next 3 months in
• The Australian
• Financial Review
• Sydney Morning Herald
• The Age
• Computerworld
• Info Week
• MIS Magazine
• Technology Business
• CIO Magazine

21
FY05 YTD Mid Market Competitive Escalations
Competitive Engagement - Proven Success

• Key takeaways where we engage, we have been
  winning over 80 of the time. Great opportunity
  to increase your revenue potential!
• Opportunity for Partners to get direct MS
  involvement in your opportunities.
• Quality of leads is important richer
  information, stronger engagement.

22
How to engage our assistance?

• By phone where Telephone-Based Pre-Sales
  Technical Support is available- in most countries
  worldwide
• Anyone in the partner organization can call,
  including secondary sites
• Phone Support Call 131 630, Option 1
• For local numbers, hours or online information
  visit
• https//partner.microsoft.com/global/technicalsupp
  ort/40010465

23
Thank You!