Aligning your sales model to the new IT buyer Aligning your sales model to the new IT buyer William

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Transcript of Aligning your sales model to the new IT buyer Aligning your sales model to the new IT buyer William

  • Aligning your sales model to the new IT buyer

    William Lewallen Sr. 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

    http://aka.ms/modernpartner http://aka.ms/cpplearningpath http://aka.ms/profitabilityscenarios https://blogs.partner.microsoft.com/mpn/?ln=en-us&category=Cloud Profitability http://aka.ms/profittool http://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

    1 2 3 4

  • 5k

  • 5k 78k

  • 1.4M5k 78k

  • 1.4M5k 70%78k

  • 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: today and 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

    https://www.appriver.com/partners/resell-office-365/ http://elevate.ingrammicrocloud.com./ https://www.insight.com/en_US/buy/partner/microsoft/service-provider-solutions.html https://www.intermedia.net/resellers https://partners.rackspace.com/English/resellers.aspx http://www.sherweb.com/partners/resell-office-365/ http://synnexcorp.com/us/cloudsolv/ http://www.techdata.com/content/tdcloud/index.html

  • 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