Microsoft Go-To -Market Services Services GTM Channel Readiness GTM Ready Listing in OCP Catalog:...

Go-To-Market Services

Microsoft Go-To-Market ServicesPackages and Pricing

Go-To-Market ServicesGo-To-Market Services 2

Microsoft GTM ServicesOverview

Our goal is to accelerate your success and support the growth

of your business.

Whether you are looking to increase awareness of your solution,

generate qualified leads, or expand your business through

partnerships, our team is here to help.

We invite you to explore our GTM Services and contact

[email protected] to get started.

mailto:[email protected]

Go-To-Market ServicesGo-To-Market Services

GTM Services Packages | Overview

Co-Marketing

Packages

Leverage the Microsoft brand to increase awareness of your solution: GTM Awareness,

Customer Case Study

$2,500-$3,500

USD

Sales Readiness

Packages

Improve your co-sell and direct sales capabilities: Co-Sell Readiness, Co-Sell Add-on,

Learning Media Webcast, Sales Enablement, Partner Seller Readiness

$5,000-$25,000

USD

Demand Generation

Packages

Generate qualified leads for your solution: Demand Generation Campaign, Telesales

Campaign

$10,000-$50,000+

USD

Channel PackagesBuild and grow your channel strategy and ready your solution to be listed in Partner

Center: Marketing Content, Sales Content, P2P Workshop

$3,500-$20,000

USD

Global Expansion

PackageScale your business through international expansion: Global Expansion

$20,000

USD

WorkshopsLearn from experts and grow your business: Envisioning Workshop, Business Design Workshop,

Solution Definition Workshop, Launch Planning Workshop, Sales Readiness Workshop, Pipeline Acceleration

Workshop, Sales & Marketing Campaign Workshops, Customer Journey Analysis Workshop

$9,000-$20,000

USD


GTM Services Packages

Smart Partner Marketing No

Cost

Demand Generation CampaignGenerate qualified leads for your solution with a co-branded digital marketing campaign aimed at your target customers, including Microsoft customers

$25,000+

USD

Co-Sell Readiness Increase sales by activating the largest sales team and partner ecosystem in the industry

$10,000

USD

Co-Sell Readiness Add-onIncrease sales by activating the largest sales team and partner ecosystem in the industry (for partners that have already completed Awareness or Channel

packages)

$5,000

USD

Customer Case StudyHighlight real-life examples of your success through a two-page customer success story

$2,500

USD

Learning Media WebcastShowcase your solution to Microsoft sellers through a live recorded webcast

$2,000

USD

GTM AwarenessIncrease visibility for your solution by joining forces with one of the most valuable technology brands

$3,500USD

GTM Channel Readiness Develop joint messaging and go-to-market marketing collateral to grow your channel

$3,500USD

Sales EnablementIncrease sales with materials that position the offering value, target audience, and differentiators

$15,000/ $25,000 USD

Partner Seller ReadinessModernize your approach to selling via a customized 3-to 4-day sales readiness workshop

$8,500/ $13,500 USD

Optimize (Secret Shopper)Improve your customer buying experience through a secret shopper assessment and improvement plan

$8,000USD

Global Expansion EnablementScale your business through international expansion

$20,000USD

P2P Readiness WorkshopExpand your business by learning how to effectively leverage partnerships

$20,000 USD

TelesalesDevelop and grow your qualified sales pipeline with outbound telesales resources

$10,000 USD

WorkshopsLearn from experts, train your sale teams, and grow your business through multi-day workshops

$9,000+ USD

DigitalStride $2,000+

Partner Marketing Center No

Cost

Web Content Syndication No

Cost


DigitalStride

Content Development

Website Development

Demand Gen Optimization

Conversion Rate Optimization

Customer Experience Optimization

.

$2,000+

USD

Partner.Microsoft.com/Marketing

/DigitalStride

MPN Network Membership required

Maximize your discoverability, conversion rates and customer retention with DigitalStride. DigitalStride will help your prospects and

customers discover and engage with your company online, allowing you to turn prospects into loyal customers who stay with you for years to come. Services are available in English, Spanish, Portuguese, and German.

https://partner.microsoft.com/en-US/Marketing/Digitalstride


GTM AwarenessIncrease visibility for your solution by joining forces with one of the most valuable technology brands in the world. Create marketing

materials that include your company’s brand alongside the Microsoft brand. Reach a potential audience of hundreds of thousands of customers through Microsoft social media outlets. Increase readiness for selling with Microsoft by listing your solution in the tool accessed by 40,000+ Microsoft sellers and executives.

GTM Ready Listing in OCP Catalog: Listing showcasing your solution to Microsoft marketers

Press Release Support: Approval of partner-drafted press release and Microsoft representative quote

Social Promotion: Post on Microsoft Twitter outlet highlighting your solution

Mini Case Study: Single-slide about your solution and how it benefits from development on the

Microsoft platform

Customer One-Pager: Datasheet featuring your solution and the Microsoft platform

Customer Presentation: Deck introducing your solution to new customers

$3,500

USD

‘’Implementing the solutions offered by Microsoft and the Go-To-Market Services team led to a 174 percent rise in visitors to our website and more

than four times our typical number of new leads.” – Arijit Sengupta, BeyondCore Founder and CEO

MPN competency required: Silver or Gold

Social

Promotion

Mini Case

Study


GTM Channel Readiness

GTM Ready Listing in OCP Catalog: Listing showcasing your solution to Microsoft marketers



Demand Generation Email Template: Announcement of your solution to potential customers

Sales Guide: Presentation to support development of high value sales relationships

FAQ: List of frequently asked questions and answers about your solution

Optional Add-on:

Animated Mini Commercial: 30 second video featuring your solution (+$2,500 USD)

$3,500

USD

Customer

Presentation

Customer

One-Pager


Grow and equip your channel through development of joint messaging marketing collateral and sales resources for indirect sales. Our expert

editorial services will help you edit and refine a customer presentation, customer one-pager, demand generation email template, sales guide and FAQ. You may also choose to create a 30-second animated video (optional add-on for an additional fee).

Sales

Guide


Sales Enablement

Differentiation Workshop: Virtual workshop to help identify and position the offering value, target audience,

and any differentiatorsMessaging and Positioning Framework: Represents the core customer/target along with internal stakeholders to

position the offering and serve as foundation for all marketing content

Customer Pitch Deck: 12-15 slide value prop/pitch PowerPoint deck including content and graphics

Animated Video: Animated video focusing on a core offering to be used mostly in social media and other

demand generation tactics

Optional add-ons:

Solution Brief: 2 page leave behind/customer-facing document that provides the benefits and features of the

product

Battlecard: 2 PowerPoint slides that position the core value prop, scenarios, market opportunity, objection

handling, customer evidence, and call-to-action content and resources to an internal and channel sales

audience

“The best part of the sale enablement package is that the agency got to know our needs and product and use what we currently have to revamp our

sales pack and add value to that.” - Samantha Joubert, Britehouse

Solution Brief

Animated Video

$15,000

or

$25,000

USD

Clearly articulate your value, target audience, and differentiators. Choose from the basic or standard package. Each package includes a

differentiation workshop, messaging and positioning framework, and customer pitch deck. The basic package includes a 30-second animated video. The standard package includes a 1 to 1.5-minute animated video and choice of solution brief or battlecard.



Partner Seller Readiness

$8,500

USD

remote

or

$13,500 USD

onsite


Modernize your approach to selling cloud services and increase your sales pipeline velocity. Microsoft agency CSG Services delivers a

customized 3- to 4-day training workshop to your team to help you accelerate sales for your solution built on the Microsoft platform.

Customized Collateral: Includes curriculum development, script development, sales pitch

optimization, sales aids, and demo support across training, scripts, and pitch guidance.

In-Person or Remote Training: Workshop to help identify and position the offering value, target

audience, and any differentiators with partner specific offer. Engage with multiple teams at once

across the globe, powered by Skype.

Pre/Post Follow-up: Stay engaged after training is complete. Post training knowledge checks to

ensure comprehension.

Scalable interactive training


Optimize (Secret Shopper)

“Optimize showed us just how accessible we are, and where had to improve accessibility. It allowed us to measure how we performed from the

customer point of view and also from different stages within the buying process.”

$8,000

USD


Optimize your profitability and grow your revenue by improving your customer buying experience through a comprehensive secret shopper assessment

and improvement plan. Receive objective feedback on 30+ parameters across the buyer’s journey and guidance on implementing improvement recommendations.

Phase 1: Global Secret Shopper Program

Enable partners to analyze and evaluate their real-time business operations from a buyers’

perspective, delivering:

• Feedback on 30+ parameters: highlighting areas in which the partner is performing well and

areas that need improvement across the buyer’s journey

• Detailed report with in-depth analysis of dales and marketing best practices; competitive Pricing

analysis; customer Journey Map and Sales Funnel Experience Index & Benchmark

• Improvement plan with opportunities to drive competitive advantage by enhancing value

propositions, improving processes, and refining new offers while reducing sales abandonment

Phase 2: Optimize Concierge Service

Improvement plan support and best practice sharing based on Secret Shopper recommendations

via 2 conference calls


Global Expansion Enablement

Online international expansion readiness self-assessment

International expansion readiness review

1:1 customized international expansion strategy and virtual or in-person workshop

Customized GTM plan or international partner development program

Microsoft seller or channel presentation

Global Expansion Video

$20,000

USD

“Coupling our plan to build awareness and grow customers with the Microsoft Go-To-Market program meant our results were amplified – PageProof

reached users in over 200 cities globally within just a few weeks of launch!” – Gemma Hurst, Co-Founder of PageProof


Scale your business through international expansion. Determine the right business model and establish a process for implementation. Avoid

costly and time-consuming missteps by learning when to expand internationally. Our agency experts will help you assess your readiness to expand to new markets and build your international expansion strategy.

http://download.microsoft.com/download/9/8/3/98376D0B-D7BA-4785-BFC3-37E08CE99A70/Cross Border Expansion Overview (720p).mp4




P2P Readiness Workshop

Create the channel strategy that is right for your business

Articulate the value proposition for different partner profiles

Structure the partner recruitment process

Build an effective onboarding program

Define terms and conditions for partner agreements P2P Workshop Video

$20,000

USD

“Our effective lead rate is nearly one and a half times higher thanks to the Microsoft Azure transition and P2P Readiness Workshop offered by the

Microsoft Go-To-Market Services team.” – Tsutomu Sasaki, CEO, i3 Systems


Expand your business by learning how to leverage partnerships. This two-day in-person workshop will help you determine which partner

profiles align with your business strategy and growth, define terms and conditions for partner agreements, align GTM and enablement strategy across regions worldwide, and optimize relationships with, and support from, Microsoft.

https://microsoft.sharepoint.com/teams/DPEPortal/ISV/GoToMarket/ProgramsDocuments/Forms/AllItems.aspx?id=/teams/DPEPortal/ISV/GoToMarket/ProgramsDocuments/P2P Readiness Workshop/P2P Workshop Overview.mp4&parent=/teams/DPEPortal/ISV/GoToMarket/ProgramsDocuments/P2P Readiness Workshop

https://microsoft.sharepoint.com/teams/DPEPortal/ISV/GoToMarket/ProgramsDocuments/Forms/AllItems.aspx?id=/teams/DPEPortal/ISV/GoToMarket/ProgramsDocuments/P2P Readiness Workshop/P2P Workshop Overview.mp4&parent=/teams/DPEPortal/ISV/GoToMarket/ProgramsDocuments/P2P Readiness Workshop


Telesales Campaign

Develop qualified sales pipeline through decision-maker engagements within target accounts.

$10,000+

USD

Database Development: Leverage your list of marketing/sales prospects and augment with a list developed

for you based on target prospects and preferred geography, vertical and segment

Opportunity Identification & Appointment Setting: Delivery of 20% B.A.N.T. qualified sales opportunities,

using agreed upon prospect qualification criteria

Execution available in 15+ languages: Consultation and reporting provided in English

“The Microsoft Go-To-Market Services team helped facilitate over 3.7 million impressions and comprehensive telesales campaigns that led to a 600

percent increase in website traffic and a 50 percent increase in signups.” – Cliff Fong, CEO & co-founder of Mosspaper

Develop and grow your qualified sales pipeline with outbound telesales resources. The experienced telesales team will conduct a BANT

analysis (Budget, Authority, Needs, Timing) on your marketing lead list to identify the most qualified opportunities.



Demand Generation CampaignGenerate leads for your solution with a co-branded digital marketing campaign aimed at your target customers, including Microsoft customers.

Our experienced marketing team will provide one-on-one assistance with end-to-end nurture marketing campaign design, development, and delivery. We help you generate qualified leads so you can focus your efforts on converting those leads to sales.

One-on-one engagements with a Partner Experience Manager to support you through each step

of the campaign

Design of campaign assets including landing page, emails, demand gen assets, etc.

Deployment of Marketo landing environment, nurture marketing assets, and flow

Automated lead handoff and reporting

Custom digital marketing campaign including strategy, media buy, optimization, and reporting

Enterprise Channel Managers and field sellers aligned to top opportunities at campaign close

Proof of Concept workshop conducted with top opportunities following campaign close

*Note: For $25-$50K campaigns, partner must provide 3+ compelling nurture assets with partner and Microsoft content. For $50K+ campaigns, content will be created as part of the package.

“With the Nurture Marketing Campaign facilitated by Microsoft and the Go-To-Market Services team, we were provided with expert resources and

proven processes. This ultimately resulted in a fantastic campaign which delivered over 1.5 million impressions and 3,000 clicks.” – Andre Pinkowski, Commercial Director, Single Cell

$25,000+

USD

MPN competency required: Gold


Co-Sell Readiness

Co-Sell Ready Listing in OCP Catalog: Listing showcasing your solution to Microsoft sellers


Social Promotion: Post on Microsoft Twitter outlet highlighting your solution

Customer Story: Two-page partner-drafted customer case study published on customers.microsoft.com

Industry Blog Post: Guest post on Microsoft product and industry blog properties

Co-Sell Materials: Choice of 2 co-branded co-sell materials:



Animated Mini Commercial: 30-second video featuring your solution

Sales Guide: Presentation to support development of high value sales relationships

FAQ: List of frequently asked questions and answers about your solution

Demand Gen Email Template: Announcement of your solution to potential new customers

Learning Media Webcast: Reach Microsoft sellers via a live recorded webcast featuring your speakers

Microsoft Marketplace Promotion: Promotion in featured spots in Azure Marketplace or AppSource

Microsoft GTM Success Story: One-slide story about partner's success participating in GTM with Microsoft

$10,000

USD

“We reached almost 700,000 potential customers combined and landed at least 30 leads thanks to executing the Microsoft Go-To-Market Services

offers.” – Aaron López, Chief Operations Officer, VSN

Learning Media Webcast

Azure Marketplace Promotion

Increase sales by activating the largest sales team and partner ecosystem in the industry. Create impactful sales materials to equip you in

selling with Microsoft, present a live recorded webcast showcasing your solution, and list your solution in the tool accessed by Microsoft sellers and executives. Gain exposure for your solution in featured placements in Microsoft marketplaces. Showcase your partnership with Microsoft through a GTM Success Story published on Microsoft.com website and promoted via social media.



Co-Sell Readiness Add-onIncrease sales by activating the largest sales team and partner ecosystem in the industry. Create impactful sales materials to equip you in

selling with Microsoft and list your solution in the tool accessed by Microsoft sellers and executives. Gain exposure for your solution in featured placements in Microsoft Marketplaces. Showcase your partnership with Microsoft through a GTM Success Story published on Microsoft.com website and promoted via social media. (Add-on for partners that have executed GTM Awareness or Channel Readiness packages)

Co-Sell Ready Listing in OCP Catalog: Listing showcasing your solution to Microsoft sellers


Customer Story: Two-page partner-drafted customer case study published on customers.microsoft.com

Industry Blog Post: Guest post on Microsoft product and industry blog properties

Microsoft Marketplace Promotion: Promotion on featured spots in Azure Marketplace or AppSource

Microsoft GTM Success Story: One-slide story about partner's success participating in GTM with Microsoft

$5,000

USD

“We reached almost 700,000 potential customers combined and landed at least 30 leads thanks to executing the Microsoft Go-To-Market Services

offers.” – Aaron López, Chief Operations Officer, VSN

Azure Marketplace

PromotionMPN competency required: Gold

GTM Success Story


Customer Case Study

Two-page case study showcasing your customer’s success using your solution and

its development on Microsoft technology

Publishing on the primary Microsoft customer-facing testimonial website

Customers.Microsoft.com

Drafted by an editorial expert

$2,500

USD

“The promotional efforts of Microsoft and the Go-To-Market Services team helped elevate our brand and product, leading to increased downloads.” –

John Ryan, Director of Product Marketing, Yellowfin

Customers.

Microsoft.com

Case Study

Highlight real-life examples of your success through a two-page customer success story. Stories are created with the help of a Microsoft

editorial expert, published on Microsoft.com, and shared with Microsoft sellers to help them showcase your solution to new customers.


https://customers.microsoft.com/


Learning Media Webcast

$2,000

USD

“We had great attendance for our webinar, with 135 Microsoft attendees and more than 50 views of the replay. That definitely helped our sales

motion.” - CEO of Blue Talon


Showcase your solution to the largest salesforce in the industry through a live recorded webcast to Microsoft sellers and executives, with

the ability to target your webinar by geography, industry, and solution area.

Live recorded webcast featuring your speakers and content

Attendance by Microsoft sellers and other Microsoft stakeholders

Audience targeting by geography, industry and solution area

Recording available for viewing by Microsoft sellers for 1 year


Workshops

$8,000+

USD


Attend half day to 1.5 day workshops either in-person or remote to learn from experts, train your sale teams, and grow your business.

Whether you need to put a new solution in market, motivate your sales force, update your website or create new and exciting materials for customers, Microsoft has a workshop to fit your needs.

Envisioning Workshop: Create long-term vision with a multi-year digital transformation journey

Business Design Workshop: Identify gaps in your the go-to-market approach

Solution Definition Workshop: Accelerate development by defining a solution to be taken to market

Launch Planning Workshop: Build a sales training deck that empowers your sales team

Sales Readiness Workshop: Discover new, exciting ways to get your sales team motivated

Pipeline Acceleration Workshop: Effectively reach your best prospects

Sales & Marketing Campaign Workshop: Review your website and SEO effectiveness

Customer Journey Analysis Workshop: Define and test the business logic for your solution offering


Getting Started with GTM Services

Microsoft Partner Network

[email protected]

https://partner.microsoft.com/

mailto:[email protected]

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