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FY18 Partner Seller Program Overview

P-Sellers, the heart of Microsoft’s Co-Sell motion

Partner Seller (P-Seller) Program

P-Sellers, the heart of our Co-Sell motion

Welcome! This program is built to enable you, as a Microsoft P-Seller, to integrate with Microsoft

teams to drive greater realization of value for our mutual customers. At its core, the P-Seller

Program was established to enable you to co-sell with Microsoft sales teams within their local

geographies. Our objective is to realize stronger customer relationships and value realization

through you, our Partners, while also introducing your Partner sales and technical individuals

into sales opportunities sooner.

By participating, you will be provided privileged enablement and resources. As a result, you can

be at the forefront and also more responsive in customer engagements. To make the most of

the program, get engaged, get involved and let’s sell together!

P-SellerProgram Overview

The P-Seller Sales Motion helps Microsoft and our ‘go to’ partners scale our joint marketing, sales and technical efforts, driving greater realization of value for our customers

Opportunities

Customers

Deals

Digital

Transformation

ValueConsumption

Cloud

accelerationCo-selling motion

Privileged Enablement

Microsoft Partner Seller Credential

More customers

More wins

Customer success

Microsoft’s Partner Seller (P-Seller) Program

✓ MPN Gold partner

✓ Expertise in particular horizontal/industry

solution(s)

✓ 1+ Sr. Sales w/200-400 level proficiency, 2+ Sr.

Technical staff 300-400 aligning to qualifying

practice area

✓ Commitment to co-sell activities (e.g.

account/territory planning, bi-directional

lead/opportunity sharing, community engagement

etc.)

Offer industry solutions & services across Profit Pools:

✓ The P-Seller program is a contractual relationship

between Microsoft and our best Microsoft partners.

✓ The program is designed to foster a deep trusted relationship

between the partner sales team and our sales team.

✓ P-Sellers are paid by the partner, not by Microsoft.

✓ Microsoft does not pay the partner for participation in the program.

✓ The partner does not pay Microsoft for participation in this program.

Criteria for P-Seller Partner Co-Sell Motion

PROGRAM OVERVIEW

Realizing stronger customer relationships

and sales through partners while

introducing partner sales and technical

individuals into sales opportunities sooner

P-Sellers

P-SSP P-TSP/P-CSA

P-Exec

P-MktrP-LSS

P-AE

Deep Microsoft sales, technical &industry expertise

Microsoft’s “go to” partner resources who

work at our “co-sell ready” partners

MS Sellers

+ P-SSP

P-TSP

P-Seller Program at a glance

P-Seller Program OverviewThe P-Seller Sales Motion helps Microsoft and our partners scale our joint marketing, sales and technical

efforts, driving greater realization of value for our mutual customers

The P-Seller program is a contractual relationship between Microsoft and qualifying partners around coordinated Co-Sell motions.

The P-Seller resource is paid by the partner, not Microsoft.

Microsoft does not pay the partner for participation in this program.

The partner does not pay Microsoft for participation in this program.

The partner provides Microsoft the named resources, by workload, they would like to participate in the program.*

Microsoft will approve these named resources against a set of predefined criteria for inclusion in the program.

Once approved, the partner resource has access to local channel management and to special training assets and opportunities.

The P-Seller Sales Motion is designed to foster a deep trusted relationship between the partner sales team and our sales team,

increasing sales velocity

*Microsoft can select the partners to participate in the program but the partners must select the individuals

Bi-Directional Lead and Opportunity SharingPriority access to leads & opportunities. We know your strengths, what you like to do so we

can co-sell with you

Customer ReachAlign YOUR GTM offerings with MS Field Sellers & Customers allowing Sellers to find you

who don’t know you yet

Funding & EnablementWe have put funding & privileged enablement for Partners that have P-Sellers (e.g. support

for pre-sales & sales efforts, priority access to MS training and content, eligibility for specific

incentives and funding programs)

P-Seller program, our premier co-sell program

Co-Sell

Connect

Enablement

Privileged Engagement with Microsoft Teams on co-sell opportunities

Exclusive access to deep enablement resources, digitally & ‘in person’

Microsoft Endorsed Partner Seller Credentialdigital

savvy

P-Seller Key Benefits

P-Seller ‘Gives’ and ‘Gets’

Gets Gives

Proximity & privileged relationship with Microsoft

✓ Priority engagement with Microsoft Sales team

✓ Coordinated account planning activity

✓ Joint engagement on opportunities

✓ Privileged access to enablement materials and events

✓ Priority access to leads & opportunities

✓ Deep integration in our co-selling motion, trusted partner

✓ Priority delivery arm for MS sponsored marketing events

✓ MPN Gold concierge desk

Strengthen velocity & quality of the Microsoft pipeline

✓ Partner makes the best resources available to the P-Seller program

✓ Expertise in a particular solution(s) and vertical/Industry knowledge

✓ P-Seller evangelizes the MS Solution values

✓ Actively engaging with MS Sponsor driving customer solutions and

deal acceleration

✓ Each P-Seller works on qualified opportunities, made visible in

Microsoft Pipeline via Partner Sales Connect

✓ Partner drives ongoing customer success (consumption)

Specialist partner sellers driving MS solutions

✓ Best ‘in market’ local expertise on customer solutions

✓ Most experienced partners in market around customer delivery

✓ SCALE: Bigger pipeline, more opportunities and more revenue

✓ Highly qualified, solution oriented Solution & Technical partner sellers

✓ Customer reach

✓ Industry and vertical focused partner sellers

✓ Customer Success: Increased consumption

Make resources available to support and train the

P-Seller, Microsoft deepens the partnering engagement

✓ Sponsor P-Sellers and build trusted relationship

✓ Sales and Technical Community Engagement and priority in locally

delivered readiness events

✓ Joint territory planning

✓ Lead & Opportunity Sharing

✓ Best Practice Sharing

✓ Established Rhythm for Pipe/Opportunity Review

Partner

Microsoft

P-Seller Partner benefits …

Partner resources and

specialists to support you

PEOPLE

Infrastructure, systems,

and methodologies

PROGRAMS

Funds to generate demand,

accelerate wins, and support

opportunities

FUNDS

What’s new in the P-Seller Program?

FY18

P-Seller Program expanded - cross partner types & customer segmentsExclusive benefit to MPN Gold partners who qualify as ‘co-sell ready’; P-Seller partners align to the

highest level of engagement: GTM Gold

Stronger leverage of partner ecosystem around the customer

Aligned to MS Priority Practice DevelopmentAssigned GTM resources (territory) & local MS Field Sponsor

Deeper support developing sales/channel strategies and execution

Strengthened P-Seller visibility for increased co-sell engagementEnterprise, Corporate, Corporate Premier, Inside Sales

P-Seller profile visible as ‘co-sell ready’ in seller tools

Increased focus on Industry specialization

Demand gen funding allocated for ‘co-sell’ Partners

1

2

3

4

P-Seller Partners

Partner Baseline Criteria to participate inP-Seller Program

Required✓ MPN Gold*

✓ Expertise in particular horizontal/industry solution(s)

✓ 1+ Sr. Sales w/200-400 level proficiency, 2+Sr. Tech staff 300-400 aligning to

qualifying practice area*✓ Partner resource(s) are capable of delivering articulate and effective business

outcome sales presentations, demos, and proof of concepts to audiences of all sizes

✓ Commitment to co-sell activities (e.g. account/territory planning, bi-directional

lead/opportunity sharing, community engagement etc.)

✓ Partner drives ongoing customer success (consumption)

✓ Onboarded to Partner Center & Partner Sales Connect

Note: Microsoft can select the partners to participate in the program but not the individuals. Microsoft can, however, approve or decline a nominated individual based on a list of criteria

* Exception ISVs:

• Commitment to achieve MPN Gold competency within 6 months, with waived technical requirements.

• Identified Partner Sellers with commitment to complete P-Seller requirements within 6 months, with P-TSP requirement waived. ???

Characteristics of a GREAT P-Seller Partner

Additional Characteristics of a GREAT P-Seller Partner

✓ Identifies and leverages repeatability in solution selling

✓ Technical experts/SMEs

✓ Multiple certifications/competencies

✓ Expertise in workload(s) (measured by years in industry + projects delivered)

✓ Individual P-Seller’s time is aligned to a given partner practice(s)

✓ Resources show high degree of adaptability and routinely work outside the box

✓ Resources reuse and share best practices

✓ Sellers serve as trusted advisor to customers

✓ Sellers are trusted allies to the Microsoft sales team

✓ Sellers who seek out opportunities instead of sitting back and ‘waiting’ for utilization

P-Seller Partner Program Expectations

INVEST IN P-SELLERS

SOLVE BUSINESS PROBLEMS

DIFFERENTIATE ACQUIRE THE BEST CUSTOMERS

Best practices for P-Seller success

Customer First!!!

Be the Microsoft advocate to your customers and your communities

Drive Digital Transformation by leading customer envisioning sessions

Share your GTM and Offerings at Microsoft sponsored events

Get involved in local P-Seller community events and activities

Drive close engagement with Microsoft sales teams

Engage, lead community sharing, meet frequently with sales teams

Participate in territory planning activity

Don’t wait for MS to call upon you, bring differentiated value to stand out!

P-Seller Roles

P-ExecutivePartner

CxO or VP

P-MKTPartner

Marketer

P-Seller Roles

P-Sellers are

Microsoft’s “go to”

partner resources

across the

customer lifecycle,

making our joint

Co-Engagement

strategy real!

P-AEPartner Account

Executive

P-LSSPartner Licensing

Sales Specialist

P-SSPPartner Sales

Solutions Professional

P-TSPPartner Technology

Solutions Professional

P-CSAPartner Cloud Solution

Architect

Partner-Solution Sales Professional (P-SSP)

The P-SSP adds value to Microsoft by

• Evangelizing the business value of Microsoft products and services

• Articulating Microsoft’s vision and strategy with cloud services to drive business transformation

• Delivering and executing on the customer value proposition, leading with the cloud and growing market share

• Delivering solution opportunity revenue and market share by providing Business Decision Maker (BDM)/IT Decision Maker (ITDM) insights

• Leveraging Microsoft and partner solutions to satisfy our customers mission critical objectives

• Providing deployment/consumption plans for all opportunities over a specified threshold

P-SSPs partner with Microsoft field teams to identify sales opportunities and develop multi-faceted strategies to grow revenue and market share. P-

SSPs are engaged through Microsoft sellers cross-customer segments.

P-SSPs engage with the Microsoft Sales team in Joint Sales Planning

P-SSPs contribute to the Microsoft Sales Process, providing the following

• Solution Selling to business decision makers

• Sales and positioning presentations

• Value Prop and Strategy briefings

P-SSPs are provided privileged enablement and sales/marketing materials

Who is the P-SSP?

The P-SSP is focused on sales planning and business development, he/she is the co-selling resource that will help carry accounts from develop to consumption

P-SSP resources are Microsoft’s through partner sales force and are at the heart of our

Co-selling motion

P-SSP Baseline Criteria to participate in P-Seller Program (1 of 2)

P-SSPRole

P-SSPs should be able to deliver the sales pitch at level 100 and level 200 across all practice areas

P-SSPs should have level 200+ skill in Microsoft cloud solutions and/or their specified practice area(s)

1. Required – Partner resource has extensive customer business solution selling experience

2. Required Marketing Skills

✓ Partner resource has the ability to create offerings leveraging Microsoft technology

✓ Partner resource has the ability to develop go-to market plans and strategy upon which the sales force can execute

3. Required Sales Skills

✓ Partner resource is a solution seller with the ability to deliver technical presentations, demos, and proof of concepts in co-selling situations

✓ Partner resource is a seller with a hunting sales profile

✓ Partner resource is comfortable with audiences of all sizes (individual or one-to-many)

✓ Partner resource is comfortable selling to Business Decision Makers (BDMs) and CxO level

✓ Partner resource has a proven track record of selling solutions, not just features or point products

✓ Partner resource can articulate the value proposition of their partnership with Microsoft

✓ Partner resource commits to monthly pipeline review with Microsoft

P-SSP Baseline Criteria to participate in P-Seller Program (2 of 2)

4. Required Technical Skills

✓ Partner resource is up to date on the relevant Microsoft trainings and technologies.

✓ Partner resource is knowledgeable in competitive offerings

5. Required Soft Skills

✓ Partner resource is comfortable presenting in front of groups

✓ Partner resource has strong verbal/written communication skills, are great listeners and adapt conversations based on cues

✓ Partner resource provides “partnering with Microsoft” mentoring, support and on boarding to other sellers in the partner organization

6. Required Engagement Role/Skills

✓ Partner resource resides in local geography or sub.

✓ Partner resource will act as global representative for their respective company and facilitate global co-sell engagement

✓ Partner resource is willing to spend ‘at minimum’ 2 days per month co-engaging with Microsoft

✓ Partner resource has ongoing completion against recommended learning plan


Partner-Technology Solutions Professional (P-TSP)

The P-TSP adds value to Microsoft by

• Acting as an integral member of Microsoft sales teams in generating excitement to fill and accelerate the sales pipeline

• Providing Sales technical support to enable customers and to develop, deploy, and support cloud solutions

• Successfully driving the win rate within assigned opportunities through the delivery of technical sales engagements

such as Architecture Design Sessions (ADSs), proofs of concepts (POCs), and pilots

P-TSPs partner with Microsoft field teams to evangelize Microsoft cloud offerings with customers by supporting technical Sales activities. This includes

influencing the sale, deployment and adoption of cloud solutions—resulting in increased market share and revenue growth.

P-TSPs engage with the Microsoft Sales team to accelerate the sales pipeline through customer workshops using deep

technical expertise, effective sales and presentation skills, and superior customer focus.

P-TSPs contribute to the Microsoft Sales Process, providing the following:

• Subject matter expertise for key technology areas

• Technology & Strategy briefings

• Product demos

• Technical follow up

P-TSPs are provided privileged enablement and sales/marketing materials.

Who is the P-TSP?

The P-TSP is the technical Sales resource who will convey the innovation of Microsoft solutions to increase velocity in sales engagements as well as help handle technical objections and concerns

P-TSP resources are Microsoft’s through partner technical sales force and they are at the heart of

our Co-selling motion

P-TSPRole

P-TSP Baseline Criteria to participate inP-Seller Program (1 of 2)

P-TSPs must have the relevant technical certification for the focus practice area

P-TSPs must be able to deliver level 300+ technical engagement in their specified practice area

P-TSP should have level 100+ across other relevant practice area(s)

1. Required – Partner resource has extensive experience on customer technical sales engagement


✓ Partner resource has proven track record in technical Sales and/or technical consulting roles

✓ Partner resource has strong solution selling experience required, including cloud solutions based on Microsoft technologies

✓ Partner resource successfully drives the win rate within assigned opportunities by collaborating with the Microsoft account team

✓ Partner resource develops strong Microsoft relationships through the co-selling motion that accelerate the cloud services

opportunity pipeline


✓ Partner resource successfully positions solution based on Microsoft products and services against competitive solutions by understanding customer needs

P-TSP Baseline Criteria to participate inP-Seller Program (1 of 2)


✓ Partner resource has strong hands-on technical experience

✓ Partner resource evangelizes Microsoft platform with customers by supporting technical Sales activities

✓ Partner resource develops a Bill of Materials and architecture that feed into solution proposals

✓ Partner resource engages at deep technical levels on customer opportunities

✓ Partner resource migrates competitive solutions onto the Microsoft platform

✓ Partner resource has experience with design reviews including ISV knowledge

✓ Partner resource has ongoing completion against required and recommended learning plan

✓ Partner resource is certified in focus workload(s) and up to date on the relevant Microsoft technologies


✓ Partner resource has strong negotiation, organizational, presentation, written, product demo and verbal communication skills

✓ Partner resource has significant experience delivering persuasive presentations to both technical and business decision makers



✓ Partner resource ensures ongoing self-readiness and the readiness of other’s at the P-Seller Partner Organization are maintained

✓ Partner resource has deep technical knowledge with extensive customer deployment experience

✓ Partner resource is willing to spend approximately 2 days per month co-engaging with Microsoft

✓ Partner resource brings back knowledge to Partner organization to build out cloud practices, increasing partner capability and capacity


P-TSP Capability Levels

Level Definition

Level 100 (Fundamentals):

Product/technology features,

functions, benefits overview

• What are the new features, how will they benefit the customers and convince them that they need to buy this product

• What are the functions of the product and an example of how they are used in a real world environment

• What are the benefits of the product and any case studies that show how they assisted a customer

• Product requirements and other product integration points

• Where to find additional information

Level 200 (Intermediate):

Specific Product/technology

technical drill-down

• Drilling into architecture, integration and configuration (what makes the feature tick?)

• Supportability reviews

• Code samples

• Best practices

• High-level troubleshooting techniques

• Known limitations/issues


Level 300 (Experienced):Product migration, deployment,

architecture, development

• Drilling into how a product/technology is designed to be deployed, migrated to, etc. while focusing on how it is actually

deployed, migrated to, etc.

• Real world examples as appropriate

• Complex coding, known issues and workarounds (sample code/examples)

• Lessons learned, both positive and negative

• Sample migration plans including sample Project Plans

• Deployment case studies

• Architecture design best practices and case studies


Level 400 (Advanced/Expert):Custom code, scripts, application

solution development, architect

infrastructure designs & solutions

• Advanced coding considerations/challenges

• Design considerations/challenges

• Architecture considerations/challenges

• Troubleshooting techniques at the debug level


Partner- Cloud Solution Architect (P-CSA)

The P-CSA adds value to Microsoft by

• Driving the deployment of workloads into Azure or Identity & Security and increasing consumption of the platform by proving deployment guidance,

supporting the development of customer cloud adoption model and providing appropriate recommendations to overcome blockers.

• Providing technical expertise to enable customers to develop, deploy and support cloud solutions.

• Accelerate the consumption rate through the delivery of technical sales engagements such as Architecture Design Sessions (ADSs), proofs of concepts

(POCs) and pilots.

P-CSAs partner with Microsoft Intelligent Cloud Specialist teams to accelerate Microsoft Identity and Security as well as Microsoft Cloud offerings (Cloud

Infra, Apps, Data Innovation & AI) and consumption with customers by supporting cloud sales activities. This includes influencing the sale, deployment

and adoption of cloud solutions to grow revenue and drive consumption.

P-CSAs engage with the Microsoft Sales team to accelerate the sales pipeline through customer workshops using deep

technical expertise, effective sales and presentation skills and superior customer focus in their designated area of specialization (Identity & Security, Infra,

Apps, Data or AI).

P-CSAs contribute to the Microsoft Sales Process, providing the following:

• Architectural Design Sessions (ADSs), proof of concepts (POCs) and pilots

• Subject matter expertise for key cloud solutions areas

• Strategic technology and strategy briefings

• Enabling the customer to envision their services in Azure

Who is the P-CSA?

New in FY18, the P-CSA is the Cloud Architect Sales resource that accelerates consumption by providing deep technical expertise of Microsoft Azure and Microsoft Identity and Security workloads as well as increase the rate at which customers deploy additional projects.

P-CSARole

P-CSA Baseline Criteria to participate inP-Seller Program (1 of 2)

P-CSAs must have the relevant technical certification(s) on Identity & Security or Azure workloads (Apps and

Infrastructure, Data and AI solution areas)

Azure focused P-CSA must have attended the Cloud Architect Bootcamp at a Microsoft location

P-CSAs must be able to deliver level 400 technical engagement on Identity & Security or Azure workloads (Apps and

Infrastructure, Data and AI solution areas)

P-CSA should have level 100+ across other relevant practice area(s)

1. Required – Partner resource has extensive experience on customer technical sales engagement

2. Critical priorities

✓ Drive the deployment of customer workloads into Azure and increase their consumption of the platform by providing deployment guidance, supporting

development of the customers’ cloud adoption model, and providing appropriate recommendations to overcome blockers.

✓ Establish deep relationships with key IT decision makers, who drive long-term cloud adoption within their company.

✓ Identify, validate and grow opportunities to accelerate consumption in high potential customer accounts, in partnership with the sales team, by driving

solution architecture for both Microsoft and 3rd party solutions.

✓ Accelerate consumption in high potential customer accounts by providing deep technical expertise and support in one of the following four areas of

specialization: Datacenter Transformation, Custom Applications, Media Services, Security, Compliance and Privacy.

✓ Lead deployment of projects, creation of collateral, and training of sellers and partners in area of specialization.

✓ Keep up to date with market trends and competitive insights.

✓ Coach other technical sellers to become certified in required Azure technical certifications


P-CSA Baseline Criteria to participate inP-Seller Program (2 of 2)


✓ Partner resource has proven track record in technical Sales and/or technical consulting roles

✓ Partner resource has strong solution selling experience required, including cloud solutions based on Microsoft technologies


✓ Partner resource has strong hands-on technical experience

✓ Partner resource evangelizes Microsoft platform with customers by supporting technical Sales activities

✓ Partner resource develops a Bill of Materials and architecture that feed into solution proposals

✓ Partner resource engages at deep technical levels on customer opportunities

✓ Partner resource migrates competitive solutions onto the Microsoft platform

✓ Partner resource has experience with design reviews including ISV knowledge


✓ Partner resource has strong negotiation, organizational, presentation, written, product demo and verbal communication skills

✓ Partner resource has significant experience delivering persuasive presentations to both technical and business decision makers



✓ Partner resource ensures ongoing self-readiness and the readiness of other’s at the P-Seller Partner Organization are maintained

✓ Partner resource has deep technical knowledge with extensive customer deployment experience

✓ Partner resource is willing to spend approximately 2 days per month co-engaging with Microsoft

✓ Partner resource brings back knowledge to Partner organization to build out cloud practices, increasing partner capability and capacity

Partner-Account Executive(P-AE)

The P-AE adds value to Microsoft by

• Evangelizing the business value of Microsoft products and services



• Identifying the solution opportunity revenue and market share by providing Business Decision Maker (BDM)/IT Decision Maker (ITDM) insights


• Providing deployment/consumption plans for all opportunities over a specified threshold

P-AEs partner with Microsoft field teams to identify sales opportunities and develop multi-faceted strategies to grow revenue and market share

P-AEs engage with the Microsoft Sales team in Joint Sales Planning

P-AEs contribute to the Microsoft Sales Process, providing the following

• Solution Selling to business decision makers

• Sales and positioning presentations

• Value Prop and Strategy briefings

P-AEs are provided privileged enablement and sales/marketing materials

Who is the P-Account Executive?

The P-AE is focused on sales planning and business development, he/she is the co-selling resource that drive customer accounts on behalf of the partner organization

P-AE resources are Microsoft’s through partner sales force and are at the heart of our

Co-selling motion

P-AERole

P-AE Baseline Criteria to participate inP-Seller Program (1 of 2)

P-AE’s should be able to deliver the sales pitch at level 100 across Microsoft cloud solutions

P-AE’s should have level 200+ skill in their specified practice area or industry

1. Required – Partner resource is capable of delivering articulate and effective presentations, demos, and proof of concepts to audiences of all

sizes (individual or one-to-many)

2. Required – Extensive customer deployment experience


✓ Proven track record of sales success with selected workload(s) and or industry solutions

✓ Partner resource develops strong Microsoft relationships through the co-selling motion that accelerate the cloud services

opportunity pipeline

✓ Creates and maintains solution opportunity generation plans that contribute to Account Planning efforts in partnership with the

Microsoft sales team based on targeting guidance

✓ Leads and owns opportunities through all sales stages

✓ Engages at all levels within customer accounts, demonstrating and translating how solution based on Microsoft technology can solve customers’ business

issues

✓ Identifies and targets accounts using all available data to drive revenue and market share growth


P-AE Baseline Criteria to participate inP-Seller Program (2 of 2)


✓ Partner resource is up to date on the relevant Microsoft training and technologies

✓ Demonstrated experience and knowledge selling partner solution on Microsoft platform

✓ Knowledgeable in relevant competitive products


✓ Is a resourceful problem-solver, leveraging internal and partner resources where and when needed to do what’s right for the customer

✓ Technically astute – can convey complex issues and solutions in clear terms or determine when to involve P-SSP and P-TSP

✓ Strong time management and multi-tasking skills

✓ Listens to customers probing for business process pains and opportunities, in an effort to meet or exceed their expectations


✓ Coordination of resources at partner organization and the face to Microsoft to successfully close opportunities in alignment with forecast

✓ Works closely with the Microsoft Account team/partner team to complete customer profiles and identify growth and net new revenue opportunities

✓ Ensures ongoing self-readiness and the readiness of other’s at the P-Seller Partner Organization are maintained

Note: Microsoft can select the partners to participate in the program but not the individuals. Microsoft can, however, approve or decline a nominated individual based on a list of criteria.

Partner-Executive (P-Exec)

The P-Exec adds value to Microsoft by

• Engaging at the most senior levels and evangelizes the business value of Microsoft products & services as relevant to customers business objectives



• Identifying the solution opportunity revenue and market share by providing Business Decision Maker (BDM)/IT Decision Maker (ITDM) insights


• Aligning sales and consumption processes for growth

P-Execs partner with Microsoft field teams to align business strategy and offerings and align their sales teams to co-sell with Microsoft and grow

revenue and market share

P-Execs engage with the Microsoft Sales team in support of Joint Business Planning

P-Execs contribute to the Microsoft Sales Process, providing the following:

• Thought leadership on business trends, market insights and innovation trends to shape direction for potential opportunities.

• Solution Selling to the most senior levels of business decision makers

• Strategy and positioning presentations

P-Execs are provided privileged enablement and sales/marketing materials.

Who is the P- Executive?

The P-Executive is a senior level executive of the partner organization, who is a key stakeholder in the Microsoft relationship who is focused on strategic planning and offerings to drive business development on behalf of the partner organization

P-Executive resources are senior partner leaders aligning partner business strategy to

Microsoft’s Co-selling motion

P-Exec Baseline Criteria to participate inP-Seller Program (1 of 2)

Able to deliver the sales pitch at level 100 across Microsoft cloud technologiesP-ExecutiveRole

1. Required – Partner Resource who is an executive at the partner organization (CxO level, VP of Sales, etc.)

2. Required – Partner organization has a minimum of 3 other P-Seller resources (minimum of one P-SSP and 2 P-TSPs)

3. Required – Partner resource is capable of delivering articulate and effective presentations to audiences of all sizes (individual or one-to-many)


✓ Engages at the most senior levels within customer accounts, demonstrating and translating how Microsoft solutions can solve customers’ business issues.

✓ Identifies and targets accounts using all available data to drive revenue and market share growth.

✓ Leads joint business development, marketing, sales and technical efforts driving greater realization of value for our mutual customers.


✓ 100 to 200 Level knowledge of focus workloads/industry solutions and 100 Level knowledge of broader Microsoft cloud technologies.

✓ Demonstrated experience and knowledge selling Microsoft cloud solutions.

✓ Focus on articulating solution scenarios and the value proposition of Microsoft solutions across a customer’s organization.

✓ Knowledgeable in relevant competitive products.

P-Exec Baseline Criteria to participate inP-Seller Program (2 of 2)


✓ Effectively communicates with executive presence

✓ Engages in customer’s business conversations, understanding their strategic direction, market/industry happenings and leverages this insight for

opportunities

✓ Orchestrates resources (e.g. P-SSP, P-TSPs) for solutioning and customer engagement.


✓ Ensures alignment with Microsoft on overall co-sell motion and sales processes: partner planning, strategy and execution

✓ Coordination of resources at partner organization and the face to Microsoft to successfully go to market with our co-sell motion

✓ Works closely with the Microsoft Account team/partner team to identify growth and net new revenue opportunities

✓ Ensures ongoing self-readiness and the readiness of other’s at the P-Seller Partner Organization are maintained

Partner Licensing Sales Specialist P-LSS

Who is the P-LSS?

through partner licensing sales force heart of our Co-selling motion

1. Required - Partner Resource is not focused on operations type work, but on building, pitching and closing annuity licensing solutions with customers

2. Required - Partner Resource strikes a balance of being a seller interacting directly with customers and having expert Microsoft licensing knowledge

3. Required - Partner Resource spends approximately 30 hours per week on selling Microsoft licensing solutions

4. Required Sales Skills✓ Partner resource seeks new opportunities and drives business to close.✓ Partner resource designs licensing solutions and provides customers with proposals.

5. Required Licensing Skills✓ Partner resource has strong product, program and cloud licensing knowledge.✓ Partner resource has experience with volume licensing and understands the terms and conditions in Microsoft’s licensing agreements.

6. Required Technical Skills✓ Partner Resource is MCP certified in “Designing and Providing Microsoft Volume Licensing Solutions to Large Organizations” (exam 74-678)✓ Partner resource has experience using Microsoft licensing and quoting tools.✓ Partner resource has a good understanding of industry technology trends.

7. Required Marketing Skills✓ Partner resource co-drives Microsoft campaigns and is involved in go-to-market planning and offerings development.✓ Partner resource markets themselves and the P-LSS role within their organization and to customers.

8. Required Professional Skills✓ Partner resource has strong presentation skills.✓ Partner resource understands negotiation tactics and can successfully drive customer negotiation discussions. ✓ Partner resource manages and organizes sales resources

9. Required Collaboration Skills✓ Partner resource is adaptive, trustworthy and focused.✓ Partner resource is committed to continuous learning and self-improvement.✓ Partner resource collaborates with Microsoft to manage opportunities.

P-LSS Baseline Criteria to participate in P-Seller Program

P-Seller Co-selling with Microsoft

Co-Selling

MS Sellers MS Sellers

Selling

Solo

With

P-Sellers

• Capacity constrained

• Limited to 1st party

Solutions

• Sell to IT

+

• Expanded

capacity

• End solutions

• Sell to BDMs

P-AE

P-SSP

P-TSP

P-LSS

P-MKTR

Engaging with Customers

Introducing yourself to customers

It is important the P-Seller is 100% accurate and not misleading when introducing himself/herself to customers

P-Sellers should avoid any language which could be misleading as to their relationship with Microsoft

Microsoft Sellers should avoid any language which could be misleading as to their relationship with P-Sellers. We should be clear that the P-Seller

is an employee of partner x (as below)

Your Introduction to Customers

Dear ….

I am [insert P-Seller’ first and last name] and I work for [insert Partner Entity name]. As a part of the Microsoft P-Seller program. I wanted to introduce myself as a resource

that can help you with your recent enquiry…

Your Microsoft Email Signature

<P-Seller Name>[insert Partner Entity Name] [insert partner Phone Number][email protected] Campus | [Microsoft Location] | [Microsoft City] | [Postal Code]

P-Sellers can use the LOGO BUILDER on MPN

Logo Builder | https://logobuilder.partner.microsoft.com

mailto:[email protected]

https://logobuilder.partner.microsoft.com/

Rules of Engagement: P-Seller Positioning

This is a Microsoft led sales engagement, not a

Partner Services Engagement

Tell customer that a Microsoft P-Seller is a partner that

has access to Microsoft resources that can help with

the engagement

Remember, the customer is not obligated to use this

partner for services but has an option to consider

them for services engagement

Positioning P-Seller to Customers

Partner cannot say they are Microsoft

Partners can say they are a Microsoft P-Seller Partner

which is a Partner that has access to Microsoft

resources that can assist with the sales engagement

P-Seller Partner Positioning

Rules of Engagement: P-Seller Activities

Microsoft Sponsored Customer Events Sales Cycle Incumbent Partner Scenario

P-Sellers can mention they belong to a partner but

must not engage in dialogue during the delivery of

the presentation about their service offerings unless

previously agreed to by Microsoft sales team

P-Sellers will not get a copy of any evaluations or

surveys as this is a Microsoft-sponsored event

P-Sellers can collect customer information if they are

approached by customers and need to follow up on

questions related to the event. The customer should

drive this request

Position only Microsoft products and solutions

when engaged in a P-Seller capacity

Adhere to the Partner Code of Conduct

Do not recruit employees from Microsoft customers

Provide engagement summary recap to your Microsoft

field seller within 24 hours of meeting

If required, enter into NDA directly with customer.

Microsoft does not control this process. Generally, no

confidential information should be exchanged unless the

customer engages the P-Seller organization for post-sales

work which would then be covered under a separate

agreement which Microsoft has no visibility into

For registered deals, Microsoft will consider a

P-Seller partner only if the registering partner

doesn't possess the requisite skill set

Microsoft will attempt to select P-Sellers, if

available, from partners the customer already

has a working relationship with (incumbents)

If incumbents do not have the requisite skill

set, Microsoft will inform the customer that a

P-Seller partner will help with the sales effort

It is up to the customer if they would like to

engage the P-Seller partner

Results of Co-selling and great P-Seller Engagement

Better scoping of opportunities leading to potential deal acceleration

More partner visibility into Microsoft generated opportunities

More Microsoft visibility into partner generated opportunities

Increased customer penetration and consumption

Deep trusted relationships between Microsoft sellers and our best partners

Microsoft leadership can speak about P-Seller partner’s business (how they sell and what they sell)

Microsoft senior level management endorses the partner

Ultimately, we will achieve…Increased revenue for partners and Microsoft, happy ‘actively using’ customers and increased profitability for our partners!

P-Seller Contract Overview

There is one global P-Seller contract

A contract is signed with the partner, not the individual.

We do NOT sign contracts with individual P-Sellers

A partner only needs to sign a contract ONCE no matter

how many P-Sellers the partner adds in the future

The P-Seller contract is on an ‘auto-renew’. The P-Seller

“owner” and admin will receive an email trigger 90 days

before the contract is set to auto-renew

Workloads/capabilities are no longer called out in the

contract

Individual P-Seller names are no longer called out on

the contract

Every P-Seller Partner must have an NDA with Microsoft

If you meet the baseline criteria:Talk to your Field Representative to become a P-Seller partner

If you don’t yet meet the

baseline criteria:➢ Review the baseline criteria for program participation

➢ Work to meet the minimum requirements and connect

with your Microsoft team

fy18 partner seller - assets.microsoft.com · fy18 partner seller program overview ......

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