Aligning your sales model to the new IT buyer

William LewallenSr. 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

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

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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: todayand 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

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