What is the Modern Workplace? -...
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Transcript of What is the Modern Workplace? -...
What is the Modern Workplace?
What is the Modern Workplace?
Digital trends are changing the way people work…
Employees work on nearly 2x the number of teams than they did five years ago*
41% employees say mobile business apps are changing the way they work*
Information overload wastes 25% of employee time, costing U.S. business $997B each year*
160M customer records leaked*
229 days to detect security infiltration*
* Multiple industry sources.
…and collaborating to improve business outcomes*
Generating urgency
• Faster time-to-market/value
• Increased agility
Unlocking value
• Greater collaboration and communication – both internally and with customers and partners
• Better intelligence and analytics with a single view into corporate information
Improving financial results
• Ability to move the needle on whatever matters the most –revenues, profitability, customer growth and/or stock price
*The Partner Opportunity For Microsoft 365 Enterprise – Forrester Total Economic Impact Study commissioned by microsoft, July 2017
Uneven level of digitization across industries in Europe
Source: McKinsey Global Institute - June, 2016
There are over 2m Front Line Workers in the UK
Schedule management & productivity
Communication & collaboration
Training & onboarding
Culture change
Security
IM and presence
Microsoft StaffHub
New influencers on IT budget
What is the conversation you want to have?
IDC, Partner Valuation, Why Vendors Must Care, doc #249719, July 2014
Modern Workplace Solution Practices that drive Digital Transformation
Practice / Solution Practice building blocs Product alignment Partner Opportunity*
Collaboration
Modern Business Processes and Content Management
Exchange OnlineOffice applicationsSharePoint OnlineSkype for BusinessYammerMicrosoft Teams
Change Management and Business ConsultingMigration and Change Management
First line Workers
Organizational Effectiveness
Modern Desktop
Modern Develop Deployment Windows 10Office Pro PlusAzure ADSurface
Managed ServicesSupportTechnology-as-a-service (hardware + software)Modern Desktop Managed Services
Security and
Compliance
Enterprise-level Identity protection
O365 Advanced Security & ComplianceEMSWindows DATP
Security & Compliance Managed servicesGDPR consulting and trainingLow-cost automated monitoring solutions
Control and protect information
Regulatory compliance
Proactive attack detection and prevention
Cloud VoiceModern Meetings with PSTN dial-in Cloud PBX
Technology consultingCloud PBX enablement PSTN Conferencing
*The Partner Opportunity For Microsoft 365 Enterprise – Forrester Total Economic Impact Study commissioned by microsoft, July 2017
M365
M365
Microsoft Priority Verticals
Partner Revenue Opportunity*
Scenario:
M365 Enterprise deployment for new customers with 5,000 users:
• Year 1: 01 new customer• Year 2: 10 new customers• Year 3: 15 new customers
*The Partner Opportunity For Microsoft 365 Enterprise – Forrester Total Economic Impact Study commissioned by microsoft, July 2017
Costs:• Practice leads hiring
• Value add IP development
• Internal Training
• Marketing
• Customer Experience & Demo lab
2 recent engagements showing the natural upsell
The savings achieved by deploying Skype for Business Conferencing
pulled a PBX refresh forward by two years.
The focus on new ways of working opened up a security discussion
A University in the North West was going to deploy 000’s of Sharepoint sites. After a Value Discovery Workshop the strategy switched to Teams and centered around Self-
Serve
How to engage with Microsoft?
How are we lined up to drive your success?
Programs & Incentives
Customer
Enterprise
SMC
Sell-with
Cloud Solution Architects/Partner Technical Architects
Build-with Go-to-Market
Technical
Channel Management
Customer Success
Offers into Market
Capacity Requirements
Partner Management:
Develop, Launch, Grow
Microsoft Co-sell Difference
Extending Microsoft assets to partners to drive our joint success.
Worldwide Scale
LargestSalesforce
Technical Expertise
Experts to help you enter new markets
Incented to sell with you
Leading Cloud platform customer conversations
CustomerRelationships
Long standing and deep customer relationships
PartnerEcosystem
The broadest partner ecosystem
Build-with Engagement Framework
Recruit Develop Launch Grow
Business case
• Offer: What’s your IP? Differentiation?Vertical focus?
• Business model & Licensing: CSP
• Financials: Margins,Incentives, MPN, Competencies
Commitment & Sign off
Readiness
• Offer: Value add IP development
• Operations: Billing, Provisioning, Support
• Internal Training: Sales, Technical team
• Marketing: GTM strategy and launch campaign
Sell
• Ready-to-use collaterals; Marketing Concierge; Co-marketing
Scale
• Co-sell with Microsoft
Selling through CSP
Microsoft Customer
Direct Partner
Indirect Provider Indirect Reseller
CSP Program
Microsoft Customer
Direct Partner
Indirect Provider Indirect Reseller
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CSP Program
Microsoft Customer
Direct Partner
Indirect Provider Indirect Reseller
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CSP Program
Microsoft Customer
Direct Partner
Indirect Provider Indirect Reseller
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Microsoft Cloud Agreement
CSP Direct Partners
Sign up in a specific market
Specify a monthly billing date
1st to the 28th of the month
Agree to the terms of the Microsoft
Cloud Reseller Agreement
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Microsoft Partner Network (MPN)3 ways to partner with us
SILVER
GOLD
NETWORK MEMBER ACTION PACK COMPETENCY
No-cost, basic
membership.
First step to receiving
relevant information
and exploring
Microsoft resources
annual subscription
fee
Access developer
tools, support,
training and software
to run your business
Elite tier
Be rewarded for
your success with
increased support,
software and
training
1 2 3
• 3 customer references
• 1 business focussed competency assessment
• 1 technical professional to pass technical exam/
assessment or bothVaries per competency
• 5 customer references
• 2 business focussed competency assessments
• 2 technical professionals to pass technical exam/assessment
or bothVaries per competency
CSP Margins & Incentives – Direct Partner & Indirect Reseller
ERP Price
20%
discount
for Direct
CSP
PartnersList Price
8% Global
Accelerator
3% EU-
EFTA
Accelerator
*E3, E5, Business
Premium
20% PSTN
Global
Accelerator
5% M365
E3/E5
Global
Accelerator
31% to 51%
total discount
*Participants receive an
Incentive Award of $500 per new
customer starting with the fourth new customer
onwards
Final Price
General
Final Price
Specific
Resources & Programs
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Microsoft 365| Marketing Campaign
Advanced Collaboration| Marketing Campaign
Calls to action
• Sign up to Partner Nextwww.microsoft.com/uk/partner/next/subscribe
• Engage with the Marketing Concierge [email protected]
September 2017
Microsoft Cloud Reseller Agreement
September 2017
Program Guide
✓ Billing and subscription support
✓ Provisioning and deployment help
✓ Resolving performance issues, service availability issues
✓ Managing updates for services and software
✓ Answering usage questions
September 2017
Microsoft Cloud Reseller Agreement
September 2017
Microsoft Cloud Reseller Agreement
September 2017
The Microsoft Cloud Agreement
1. Grants, rights and terms
2. Subscriptions, ordering
3. Term, termination
4. Security, privacy, and data
protection
5. Warranties
6. Defense of third party claims
7. Limitation of liability
8. Support and Professional
Services
9. Miscellaneous
10. Definitions
