Microsoft Services
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Microsoft Services Working to Enable and Support the Partner Community Nigel Cadywould Services Director [email protected] Rob Burley-Jukes Partner Services Lead [email protected]
description
Microsoft Services. Working to Enable and Support the Partner Community. Nigel Cadywould Services Director [email protected] Rob Burley-JukesPartner Services Lead [email protected]. Agenda. The Role of Microsoft Services Services in FY10 Working with Partners - PowerPoint PPT Presentation
Transcript of Microsoft Services
Microsoft ServicesWorking to Enable and Support the Partner Community
Nigel Cadywould Services [email protected]
Rob Burley-Jukes Partner Services [email protected]
Agenda
• The Role of Microsoft Services• Services in FY10• Working with Partners• Winning with Services Ready
Help customers & partners realize their full potential through accelerated adoption and productive use of
Microsoft technologies
Expertise at the forefront of what’s possible with Microsoft
technology
Services Mission
Determined to realize and
support customers’
business vision
Deliver impact through
integrated partner
relationships
9 Service Lines
Application Platform
IT A
rchi
tect
ure
and
Plan
ning
Industry
Cons
umer
Sup
port
Business Applications
Cust
omer
Ser
vice
and
Par
tner
Business Productivity
Core IO Com
mer
cial
Sup
port
and
Hea
lth
SL1
SL2
SL3
SL4
SL5
SL6 SL7 SL8 SL9
• Early adoption / lighthouse wins• Drive customer satisfaction• Grow license sales / opportunities• Create customer demand
• Stepping up to Cust / Part needs • Sell and win solutions with Partners• Support Partners through subcon
• Co-engagement• IP transfer to Partners• Services to / through Partners
• Provide customer-centric feedback to the business groups
• Share best practices
Our Roles in the Ecosystem
Move / make the market Vendor ‘skin in the game’
Partner enablement and support
Drive product improvement
Impact of Microsoft Services To Customer To Partner
Strategic advisory guidanceInfluence key tech/architectural decisionsUnbiased, no product/service revenue goals
Insight into business painDeep knowledge of MS platformGrows MS platform opportunities
Deep tech insight into complex projectsMitigate risk on strategic projectsTransfer of knowledge and best practices
Develop market for newer technologiesBest practices and knowledge transferLowered engagement risk
ITAP Advisor
TAM
MCS Consultant
Direct line to handle technology issuesClose relationships with IT Ops & SupportHelps ensure high degree of satisfaction
Backstop technical support of last resortHelps maintain environment conducive to positioning / selling MS solutions
# Offerings Sold Customer SatisfactionPartner Satisfaction
# Offerings Transfer to Partners# ITAP Engagements Sold
# Premier Customers
ITAP Penetration# Solution Offerings Developed
based on Field Harvested IP
Services Accountabilities
Win Customers Drive Satisfaction
Grow Business Innovate
Services in FY10
Areas of focus:Tight alignment with EPG to present One MicrosoftCustomer and Partner satisfactionFewer / deeper account coverageVertical industry focus in Public SectorCompete focus – the tough nutsAttach Relationship Services to EA salesSolutions based on Service OfferingsDrive Wave 14 deploymentEnable our Partners to achieve scale in the market
Working with Partners
Need to know:Partner Satisfaction is a priority item on the our scorecardWe are not focused on growing our MCS business, but on growing the marketMore than 40% of Services revenue is delivered through partnersFocus in FY10 on improving predictabilityWe are committed to enhancing the strong Partner role in delivering services and building the Microsoft platform
Services Ready
Services ReadySharing of Microsoft Services’ global best practicesPartner access to MCS Offerings, training and co-engagementPartners are able to use the ‘Services Ready’ moniker after completion of an initial co-engagement with MCSA paid program
pricing options include: global, by area, service line and local subsidiary/single offering
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Redmond Channel Partner Magazine
(June 2009)
“Services Ready goes a long way toward ensuring
our customers have a consistent,
high-value experience with
partners who are armed with
Microsoft’s own tested and proven
tools.”
Maria Martinez, Corporate VP, MS
Services
Motivation & RationaleServices Ready embodies MS Services’ long standing mission to enable partnersPartners asked for transparency and predictabilityPartners represent the majority of delivery capacity in the Microsoft platform arena. MCS does not have sufficient scale to grow to meet projected market demand.Microsoft will be first in the industry to utilise its Services division to develop the partner community
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Enhances partner capabilities and supports partner attach to opportunities
Partner Value Proposition
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•Predictability in engagement with MCS•A published timeline for partners becoming the
primary channel to market
Offerings Graduation
•Partner differentiation through logo linked to MSPP / MPN
•Services Ready web presence & PR
Branding & Accreditation
•Increased speed & repeatability and reduced risk in customer engagements
•An opportunity to work more closely with MCS
Co-engagement & MCS Relationship
•High quality instructor-led delivery training from experienced Microsoft practitioners
•Online, on-demand sales training & marketing collateral
Training / Readiness
•Reduced time to market building new practices and capabilities
•Reduced effort in maintaining repeatable IP
Offerings
Predictability in EngagementMicrosoft Services now openly publishes business priorities along with the Services Ready offerings roadmap (see http://microsoft.com/servicesready) A known offerings lifecycle clarifies partners’ & MCS’ rolesThis effort is goaled on broadening the opportunity for Microsoft and its partners, to drive early marketplace wins that expand the opportunity for our products & services
Stag
e 1Microsoft
makes the Market for Offerings
Stag
e 2 Partners train on
Offerings and begin Delivery St
age
3 Offerings Graduateto Partners
• Timing to Stage 3:• 12 – 15 months target after offering release
to partners• 7 offerings in FY10 to become partner only
• Timing To Stage 2:• 3 -6 months target for each
offering (post July 2009)
Services Ready in 6 steps
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For simplicity, Services Ready may be thought of as a series of sequential steps
Partner Solutions Planning
Join the Program
Access Offerings IP
Attend Partner
Readiness
Co-engage MCS & gain Services
Ready Accreditation
Pursue Repeat
Business
1 2 3 4 5 6
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Program PricingGlobal
• Global Option• Choice of 5 services
offerings in areas with agreed PSPs, for US$125k
• Flexibility for each area to choose 5 offerings independently
• Access to all pertinent offerings materials
• Dedicated training event & access to shared events
• Co-engagement by subsidiary to become Services Ready
Area / Service Line
• Area & Service Line Options
• For an area e.g. APAC, choice of any 5 services offerings (for US$40k) or any 3 offerings from any single service line (for US$30k)
• Access to all pertinent offerings materials
• Training at shared events• Co-engagement by
subsidiary to become Services Ready Sin
gle Offering
• Single Offering Option
• For use in an MS subsidiary
• US$10k (in Australia, NZ, Korea & Singapore)
• Access to all materials for single offering
• Training at shared events• Co-engagement in
subsidiary to become Services Ready
Services Ready in 6 steps 1. Partner Solutions Planning
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• Common taxonomy of solutions, supporting business development between partners and Microsoft Services, SMS&P & EPG
• Develops a relationship with MS Services
• Services Ready is primarily targeted at managed Gold partners with PSPs
• Choice of services offerings to support chosen PSPs
Par
tner
Ben
efit
s
Partner Solutions Planning
Join the Program
Access Offerings IP
Attend Partner
Readiness
Co-engage MCS & gain
Services Ready Accreditation
Pursue Repeat
Business
1 2 3 4 5 6
2. Join the Program
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• Options to suit all requirements, from a global initiative to a single offering
• Global option offers local flexibility
• Services Ready is a paid program, with a straightforward readiness agreement
• Partners may sign up globally, by area, service line or individual offering
Par
tner
Ben
efit
s
Partner Solutions Planning
Join the Program
Access Offerings IP
Attend Partner
Readiness
Co-engage MCS & gain
Services Ready Accreditation
Pursue Repeat
Business
1 2 3 4 5 6
3. Access Offerings IP
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• Time to market in building capabilities
• Avoid investment in IP, available from Microsoft in a known timeframe
• Able to focus efforts on differentiated, value-adding solutions
• Minimise maintenance of in-house IP
• Offerings contain both sales & delivery materials (private site via MS Connect)
• Partners signing up by area/globally, are able to access all sales materials to assess the most useful offerings
• Partners may adapt and extend the IP for their own purposes P
artn
er B
enef
its
Partner Solutions Planning
Join the Program
Access Offerings IP
Attend Partner
Readiness
Co-engage MCS & gain Services
Ready Accreditation
Pursue Repeat
Business
1 2 3 4 5 6
4. Attend Partner Readiness
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• Up-skill consultants
• Learn from MCS early adoption experiences worldwide
• Appreciate how to apply the IP to best effect
• Build MCS relationships
• Delivery training is instructor led (typically 2-3 days), sales training is online
• Focuses on real-world implementation best practices
• Assumes prior technical knowledge
• High quality training from MCS practitioners
Par
tner
Ben
efit
s
Partner Solutions Planning
Join the Program
Access Offerings IP
Attend Partner
Readiness
Co-engage MCS & gain Services
Ready Accreditation
Pursue Repeat
Business
1 2 3 4 5 6
5. Gain Services Ready Accreditation
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• Reduced risk in initial project / build MCS relationship for subsequent projects
• Visible differentiation• Leverage Microsoft
marketing around offerings• Natural go-to partner for
Microsoft around offerings; common understanding of approach
• MCS validate first successful project (partner or MS primed) – partner now accredited
• Partner able to use the Services Ready logo
• Partner listed on customer facing http://microsoft.com/servicesready P
artn
er B
enef
its
Partner Solutions Planning
Join the Program
Access Offerings IP
Attend Partner
Readiness
Co-engage MCS & gain Services
Ready Accreditation
Pursue Repeat
Business
1 2 3 4 5 6
6. Pursue Repeat Business
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• A known offerings lifecycle clarifies the roles of partners & MCS
• Accelerate deals & win more business
• More predictable, higher quality project delivery
• Save project effort, improve margins
• Build a dialogue with MS Services – joint engagement on strategic opportunities
• Leverage offerings based opportunities, working in tandem with Microsoft’s sales organisation
• Partners utilise IP to best effect, ideally engaging MCS where needed in support of strategic deals
Par
tner
Ben
efit
s
“Working with MCS on the Services
Ready program gave OBS the opportunity to work with a major
account on a key strategic program. It
allowed OBS to showcase its
capabilities to the client and provided
an avenue for future long-term
engagements.”
Andy Neumann, OBS Melbourne
Partner Solutions Planning
Join the Program
Access Offerings IP
Attend Partner
Readiness
Co-engage MCS & gain Services
Ready Accreditation
Pursue Repeat
Business
1 2 3 4 5 6
Call to Action
Engaging with Microsoft ServicesImproved communication between Partners and Services will be mutually beneficialEngage us early on key opportunities - we’re here to help when you need itUnderstand more about the Services Ready program: http://microsoft.com/servicesreadyDiscuss with your Microsoft Partner Account Manager how you can get involved with Services Ready Review how our Partner Advantage support offering could help your business: http://microsoft.com/Microsoftservices/support_mspa.aspx
