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Slide 2 Objectives for Today Session Objective: Understanding Of How to Leverage Microsoft Marketing Assets to Assist your Demand Generation Activities. Session Agenda 5 Contributors to Better Marketing Microsoft Tools to Assist your Marketing Effort Marketing Development Funds Slide 3 3 Good Marketing Works. Better Marketing Works Better. Tested and verified by CMPs 2006 Solution Provider Marketing Impact Research When some best practices are applied, marketing has a significant financial impact on the bottom line of a business. 20 25% Increase in the number of qualified leads 25 30% Increase in cross-selling / up-selling opportunities 25 30% Increase in sales revenue But better marketing generate results that are 2-3 times better than the average company. 65 70% Increase in the number of qualified leads 60 65% Increase in cross-selling / up-selling opportunities 70 75% Increase in sales revenue so, what is Better marketing? Slide 4 4 What We Learned Top 5 contributors to better marketing: 1. Targeting 2. Value-based message 3. Offers 4. Repetition & Integration 5. Co-Marketing Slide 5 5 1. Targeting Find meaningful groupings of addressable customers with a common interest Profile your existing base of successful customers first Determine the makeup of an ideal customer for your business Use media that can be specifically targeted to a precise audience Disqualify non-customers as quickly as possible Slide 6 What is the Partner Vertical Resource Center? Partners can find: Information about Microsofts and Microsoft Business Solutions industry/vertical strategy Testimonials/evidence on the value of delivering vertical solutions from Microsoft executives, partners, and industry analysts A framework of guidance, tools, and resources to help partners who dont deliver vertical solutions today Slide 7 Spectras Success Vertical Center Gold Certified Global ISV Advanced Infrastructure & Business, Mobility, ISV Solutions Symbol Technologies ISV and Tested Product Finalist Microsoft ANZ & WWPC 2006 Offices in Sydney, Seattle and London Specializes in Sales & Field Force Automation solutions Mobility products for Dynamics AX, NAV, GP and SBA Channel strategy focusing on TASS, EMEA & APAC Slide 8 Partner Vertical Center Spectras Experience Utilized MBS Vertical Research for Business Planning Raised 2 nd tranche from Qantas Super Fund Slide 9 9 2. Value-based messages Directed toward solving a pain for particular type of customer Customers motivated by pain Customer-focused Instead of what we do, think what youll gain Use language familiar to the target: Industry/vertical market terms Business or Technical concerns Relevant to size of business Slide 10 Partner Solution Profiler is the starting point for partners to promote their solutions to customers who visit the Microsoft.com site. Partner Solution Profiler From the partner portal, https://partner.microsoft.com/glo bal/salesmarketing/partnersolutio nprofiler/ Slide 11 Using Partner Solution Profiler How does a partner use Partner Solution Profiler? Enter information about one or more of your solutions using the following guidelines for high quality profiles: Provide a detailed solution description, using available text and taxonomy fields, all of which are searchable by keyword Include customer references Update your profile regularly - at least once a year Use the checkboxes to accurately describe your solution Form for adding detailed information about solution and company Checkboxes that identify search criteria for solutions Slide 12 Slide 13 Slide 14 Slide 15 Partner Channel Builder Partner Channel Builder allows you to connect with other Microsoft partners through an online directory of solutions, providing project opportunities and community announcements. Increase VisibilityIncrease Profitability Sample User (Reader) From the partner portal: https://partner.microsoft.com /global/salesmarketing/build/ channelbuilder/ Home page displays opportunities partners looking for specific expertise to meet their customers needs. Slide 16 Using Partner Channel Builder How do partners use Partner Channel Builder? Search criteria can be used to narrow your search for partners. Search criteria include: Partner type Industry Company size Business focus Location Partner level Search by Keyword: Search for a partner solution by using relevant keywords Contact a Partner: Lets you respond to any posting and contact the partner via e-mail Post an opportunity: Allows you to post any opportunity for other partners to view and respond to. Slide 17 Opportunities Slide 18 Opportunities from Last Week CountryPartnerOpportunity United StatesJL MOBILE SYSTEMS INC We just launched our XSales Partner Program, and are looking for partners around the world to commercialize and implement our XSales Suite. Germany Vogt Wirtschaftsdienstleistungs GmbH We are looking for value added resellers and integrators for our Vogt Process Management System (Vogt-PM-system). CanadaSYNTAPA TECHNOLOGIES INC We are looking for partners to implement our case management solution. If you are already providing Microsoft solutions to government, there is a very high propability that our case management solution will complement your existing work. United StatesPHOENIX SYSTEMS GROUP Retail project requires RMS and Great Plains development partner in Seattle Slide 19 Spectra Solution Featured Wholesale mobility Solution 5 leads in 6 months Slide 20 Opportunities Channel Builder Slide 21 Results Signed global Symbol ISV Agreement and Go-to-Market June Opened Bellevue, USA Office April Opened Camberley, UK Office May Signed as first Microsoft P10 Mobility Partner May Opened Chatswood Research & Support Centre June Launched Symbol/Spectra at WWPC 2007 July Launch USA campaign - August Launch APAC campaign - September Launch Europe Campaign - October Slide 22 22 3. Offers Successful Marketing Campaigns Use Attractive Incentives and Promotions Every contact should communicate a specific call-to-action for the customer. What do you want them to do? Clear and Easy Utilize Microsoft offers to complement your own Slide 23 23 Top Performing Offers Slide 24 Midsize Business Promotion 20% discount on Windows Server & Exchange Server CALs Available in Open Licensing only Limit 250 CALs per customer Available from Aug 1 - Jul 31 2006 Offer your customers a cost-effective and easy way to purchase and stay compliant Slide 25 Assessment Tools Microsoft has created several different Assessment tools for your benefit Are you aware of their existence? Do you know which to use when? Slide 26 26 4. Repetition & Integration The frequency and vehicle mix you use to reach out to your customers over time and stay top of mind. The average customer needs to hear a message 8 times before it registers Every outbound message to each audience must reinforce a consistent theme Every touch point in your business needs to reinforce your central message Slide 27 27 Top Communication Vehicles Slide 28 28 5. Co-Marketing Vendor, peer or complimentary business to help offset your costs and gain visibility Team up with more established partners whose brand will add credibility to yours Share the cost of marketing with those who share a common target audience Work with companies that sell complementary technologies Co Market with Microsoft Slide 29 Partner Marketing Center Step by step wizard to build your campaign: Learn how the partner marketing center can help you generate more leads and reach more customers. Campaigns that highlight your expertise: Search for the campaigns that match your expertise. Easy to Download and Print: Use easy to customize marketing templates and print in house Send out your campaign to new and existing customers. Microsoft Partner Marketing Center Key Features & Benefits A website that helps you create demand for solutions, identify top market needs, and get customizable marketing elements to promote your business with the materials in the Marketing Center. Slide 30 30 Partner Marketing Center- Dynamics? Through-Partner Business letter, Email, Flyer, Postcard, Poster, Follow-up, Business Reply Card Cross-Sell/Upsell Materials for existing customers Enhancements Service Renew/Lapse materials Customer Promotional Offers: 23 Whitepapers, 16 Assessments and CRM 90 Day Trial Event Resources Call-Guides Wizards with messages and images for all 20+ verticals: Postcard, Business Letter, Email, Flyer, Poster 45+ royalty-free images Slide 31 31 Marketing Development Funds Co Funding to Assist Demand Generation Campaign Aligned Optimise Core Infrastructure Q1 Business Productivity Q2 Applications Q3 Dynamics Q1 & Q3 Why use MDF? Truly Integrated with Customer Campaign Events on Campaign Website Sales and Technical Readiness Resources Access to Microsoft Sales Teams Inside sales preferred partners New Opportunities!! Slide 32 32 Accessing MDF.. Slide 33 Next Steps & Resources Plan, Plan, Plan with your Partner Manager Align Yourself to a Microsoft Customer Campaign Generate Demand Create or Update Value Messages Profile Your Solution to be exposed in customer and partner directories Enter an opportunity in Partner Channel Builder Bookmark the Partner Marketing Center and start a campaign today! Evaluate or Create Customer Offers Offer assessments: To get your foot in the door & to tie technology solution to business needs to help prove business value Close Deals Quickly Use offers such as the Midsize Business CAL Promotion and Microsoft Financing to build an affordable solution Get Started today. Visit https://partner.microsoft.com/australia & navigate to Partner Marketing Center to access all resources https://partner.microsoft.com Slide 34 THANK YOU!