Mentorship FrameworkMicrosoft Partner Network

Fall 2016

Mentorship outline

• What does success look like for mentorships?• Pick one of the 4 pillars of the modern partner to focus on

• Complete all suggested bullets for that pillar

• What is the suggested time frame and cadence?• 6 months – 1 year

• Monthly or weekly meeting cadence

Why partner with Microsoft?The purpose of the Microsoft Partner Network is to help Partners be more successful in selling

and deploying Microsoft technologies.

Expertise

Better serve your customers

Opportunities

Strengthen your capabilities

Tools

Build and sustain a profitable cloud business

Community

Spark innovation and connection

Partner membership options

Network Membership

Entry level benefits for

training, support and

customer connection

MAPS

Annual subscription for

partners serving small

and mid-size business

customers that includes

entry level benefits, plus

access to resource

center, internal use rights

and support

Microsoft Competencies

Earned designation that

showcases your

company’s capabilities

• Silver: consistent

capability, expertise

and commitment

• Gold: best-in-class

capability within a

specific Microsoft

solution area

Understanding Microsoft

Microsoft

Corp

WPG EPG

B.G.

Office Xbox Bing

Field

US - Sub APAC EMEA

Microsoft Partner NetworkThe purpose of the program is to help partners be more

successful in selling and deploying Microsoft technologies

Meet the modern partner

Differentiate to Stand

Out

Pursue a specialized

strategy and create

intellectual property

(IP) services to

differentiate your

business.

Download eBook

Modernize Sales and

Marketing

Utilize digital

marketing and build

a scalable sales

engine to enhance

your go-to-market

strategy.

Download eBook

Optimize your

Operations

Get the most from

your people, process,

tools, and tracking to

improve your

operational health.

Download eBook

Deliver Customer

Lifetime Value

You’ve worked hard

to land your

customers. Become a

trusted advisor and

keep them for life.

Download eBook

Differentiate to stand out

How do I become profitable as a Microsoft Partner? How do I differentiate myself

in the marketplace?

How Tools & Resources

• Create IP

• Pursue specialization strategy

• Get competencies

• Identify your market

• Build a recurring revenue business and create

your offerings

• Profitability benchmark assessment

• Financial models

• Competency details

• Profitability eBooks

Modernize marketing and sales

How can I modernize my marketing and sales? How can I create a scalable sales

engine?

How Tools & Resources

• Thought leadership

• Focus on website design/SEO/SEM

• Use Analytics/lead scoring/marketing automation

• Hire the right people

• Setup compensation model

• Invest in onboarding

• Take advantage of Incentives

• Use competency logos

• How to compensate your sales people in order to

drive desired behavior

• Microsoft referrals engine

• Logo builder

• Smart Partner Marketing

Optimize your operations

How do I optimize MS products? How do I optimize my business?

How Tools & Resources

• Cloud IURs

• Signature cloud support

• Technical presales/employment services

• People/process/automation/tracking

• Discover value of P2P

• Partner University

• FastTrack

• www.p2pmaturitymodel.com

Deliver customer lifetime value

How can I deliver lifetime value? How can I track usage and adoption?

How Tools & Resources

• Hire the right people

• Create process to drive customer adoption once a

customer has purchased

• Leverage tools to ensure you can understand and

track your customers ongoing usage and

opportunities to go deeper with customers

• CSP Program

• Usage/adoption of reporting through MS cloud

dashboard

• IT Showcase

• Profitability adoption playbook

Support & information

General Information General Support

• Microsoft Partner Network 101 Blog Series

• Partner essentials

• Cloud Partner Profitability (Modern Partner Pillars)

• General information

• Other partner support offerings

• Phone based MPN support: 1-800-676-7658

Community Forums Technical Presales & Deployment Service

• Partner Community forum

• Microsoft Partner Community

• Overview

• Videos

More support & information

Competency Information Digital Partner of Record

• Microsoft Competencies • General information

• Cloud Services Partner Dashboard

• Partner Summary Report

Incentives Cloud Solution Provider Program

• General information

• Yammer

• CSP Readiness alias

• CSP Onboarded Partner Yammer Community

• Signature Cloud Support

Want to suggest content to

improve this framework?

Contact Sarah Greenwalt or Michelle Lewis

Appendix

To be updated by EOW

To be updated by EOW

To be updated by EOW

To be updated by EOW

To be updated by EOW