Aligning your sales model to the new IT buyer · Aligning your sales model to the new IT buyer...
Transcript of Aligning your sales model to the new IT buyer · Aligning your sales model to the new IT buyer...
Aligning your sales model to the new IT buyer
William LewallenSr. Manager, National Cloud Partner Sales
#NGC16
Thank you!
IDC Successful Cloud Partners 2013 l IDC Buying Into the Cloud 2014 l 2014 Forrester TRUE Brand compass
IDC Successful Cloud Partners 2013 l IDC Buying Into the Cloud 2014 l 2014 Forrester TRUE Brand compass
Source: IDC eBook, sponsored by Microsoft, The Modern Microsoft Partner Series, Part 3: Modernize Sales and Marketing, 2016
Align your incentives to
specific outcomes and
behaviors
Create and utilize tools to gain visibility into customer environment
Utilize customer intelligence
aka.ms/modernpartner aka.ms/cpplearningpath aka.ms/profitabilityscenarios aka.ms/profitblogaka.ms/profittool smartpartnermarketing.microsoft.com
Delivers a platform for partners to own the end-to-end customer engagement by enabling partners to directly provision, bill, and support Microsoft Cloud Services for their customers
The Cloud
Solution Provider
(CSP) program
Set the price, the terms and directly bill customers
Directly provision and manage subscriptions
Be the first point of contact for customer support
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Let’s keep going!
“This company was built on enabling broad ecosystems and broad partner opportunity. We now need to redefine what it means to build an ecosystem in a mobile-first, cloud-first world. That is what we will continue to push for.”
Satya Nadella, CEO
Partner led: todayand tomorrow
Thank you!
AppRiver Office 365 Plus Partnership
Ingram Micro Cloud Elevate
Insight Microsoft cloud for service providers
Intermedia Intermedia partner program
Rackspace Rackspace Partner Network
SherWeb Partners First
SYNNEX CloudSolv
TechData StreamOne
Cloud Solution Provider
The Indirect Model
Support
Many IP’s offer help
desk support to your
customers using
your name
Commerce Portal
Some IP’s enable you to put
a skin over their commerce
portal so you can take
customer orders 7x24 with
minimal technical
investment
Bring together ISV solutions
IP’s often aggregate
hardware & software to
enable you to create a
complete solution with only
one call
Business services &
guidance
Experienced IP’s may help
their partners to transform
their business by offering
complementary services and
guidance on how to grow
revenue
Flexible credit terms
The credit terms IP’s offer
may be more flexible that
partners would find
through traditional
financing channels
We know that most partners will want the benefits of collaborating to meet their
customers’ needs. Microsoft has built a global network of qualified Indirect Providers (IPs) to
help with:
Cloud Solution Provider
Indirect Program Benefits
Ramp quickly
IP’s can help you spin up your
CSP offering by providing
quick access to support,
complementary services and
solutions
Focus their investment
Partners that want to closely
manage their expenses can
leverage the capacity offered by an
IP without having to make a
substantial investment in capital to
build infrastructure or services
capacity
Evolve, but do it slowly
Cautious partners may want to
test the viability of their cloud
solution before making a
major commitment
Take advantage of services
to help grow
Many IP’s have services that
partners can rebrand as their own
while making a margin and
satisfying customer needs
Working through an Indirect Partner may be especially attractive to those partners that want to:
~90% of our partners choose CSP through an Indirect Provider