microsoft csp partner program: get cloud solutions to market faster & more profitably through...
TRANSCRIPT
Microsoft CSP Partner ProgramGet Cloud Solutions to Market Faster
& More Profitably with Cloud Enablement Services
DRAFT
Welcome
Carol Ferrari
Director, Product Marketing
PlumChoice
Today’s Speakers
Amanda Hill National Technology Partner
Strategist
Microsoft
Dave Hauser Director, Channels & Alliances
PlumChoice
• Today’s Topics
• Cloud market growth
• CSP Partnership benefits
• How to get to market faster
• Drive adoption and profitability
• Q&A
Agenda
• Format for today’s webinar
• Opportunity to ask questions
• Audience survey
• Webinar recording/slides
Housekeeping
Poll Question 1
Which of the following best represents your cloud
revenue growth in the past 12 months?
a) 1-10%
b) 11-30%
c) Over 30%
d) We do not yet offer cloud
solutions
e) I don’t know
o 2013 study is on Managing , Organizing & Insights for Cloud
Growth link
o 2014 (2.0) study is a continuation focused on Planning &
Building Cloud Strategies link
*IDC eBook, sponsored by Microsoft, Successful Cloud Partners, May 2014
Microsoft Confidential
What Microsoft Partners have been asking for
Packaged cloud solutions to offer
customers
Ownership of the customer relationship
and ability to service the complete
customer lifecycle
Partner services, support and IP
attached to monthly billing
• Enables partners to sell integrated cloud services with
direct resell, provision, bill, and support capabilities
• Partner-owned customer lifecycle, including retention,
renewal and support
• Product resale margin
• Office 365, Intune & EMS, Azure, CRMOL
MSFT
Customer
MSFT
Customer
2T-Cloud Solution
Provider
Direct 1-Tier Indirect 2-Tier
Cloud Solution
Provider
Reseller
Program Details: aka.ms/cloudsolutionprovider
• Determine Direct or Indirect model preference
• Direct model: complete partner form on MPN Partner
Center
• Indirect model: contact 1 of the 5 Approved Disti 2-Tier
partners
Microsoft Confidential
What CSP enables partners to do
1 2 3 4
Online
67% of customers expect to purchase a
wide variety of cloud services from a
single vendor
84% of customers want an established
relationship with a vendor to trust them
as their Cloud Service Provider Sources: IDC Successful Cloud Partners & IDC Buying Into the Cloud 2014
2014 Forrester TRUE Brand compass
Cloud Solution Provider components
Managed Services & Solutions Direct Billing & Provisioning Migration Services Technical Support
{
{
Key: Required | Recommended | Suggested
• Order & provision cloud
services
• Manage billing & payments
• Monthly billing options
available
• Manage cloud subscriptions
• CSP platform API integration
available
• Commerce marketplace
through partner offers
• Pre-sales tech support
• Post-sales T1 & T2 tech
support
• Technical advisory services
• Usage & adoption services
• Cross-sell & upsell services
• Onboarding & activation
• Data migration
• Platform readiness
services
• Partner automation
toolsets available
• Management solutions
• SaaS aggregation
• Security & regulatory
services
• Integration apps
• Functional extensions
• Workflow & dashboards
Poll Question 2
What is the #1 customer challenge you face today?
a) Converting prospects to customers
b) Activating subscriptions
c) Providing 24 x 7 support
d) Ensuring data is migrated to the cloud
CUSTOMER
PLUMCHOICE
Pre-trial
Lead qualification
Product exploration/
consultation
Pricing and packaging
Incomplete trial
Trial
Communication to end-
user
Issue resolution
Installation/onboarding
Tier 1 Support
Technical expertise
Tier 2 Support
Troubleshooting
Diagnosis
Issue resolution
Tier 3 Support
Escalation management
Escalation support
Cross-sell/Upsell
Renewals
Subscription renewal
Winback
Subscription renewal
Managed Services
Helpdesk
Proactive management
Monitoring
Customer activation
Installation/onboarding
Activation
Migration
Best practices to drive usage
Training
Pre-sales support
Product vetting
Feature/function
review
Purchase Download Activate Use Learn Consideration Advocate
SALES
CONVERSION
INSTALLATION &
ONBOARDING
ENGAGEMENT &
ACTIVATION
ONGOING
SUPPORT
CUSTOMER
TRAINING
PRE-SALES
CONSULTATION
RENEWALS,
CROSS-SELL
UPSELL
Get to market faster with the CSP program
Get to market faster without
expending resources
Drive greater Lifetime Value: wrap cloud
solutions with services that engage
throughout the customer journey
Reseller provides end-to-
end capabilities, acting as
single point of contact for
hardware solutions,
software licensing
START FUTURE
System Integrator with 30
years of on-premises
consulting implementation;
shifted to cloud 3-4 years
ago
START
FUTURE
Help Desk
Services (PTS)
Monitoring
Services
Fully
Managed
Services
Cloud security
Cloud UCC
Cloud productivity
Cloud backup
Infrastructure as a Service
Business Applications
Onboarding Services
Mobility
START FUTURE
Optimize the benefits that
people and companies derive
from their technology
experiences. Expand Lifetime Value
Drive profitability
Grow share of wallet
Build deeper, more robust relationships
Increase adoption and usage
Full Lifecycle Cloud Enablement Services
Pre-Sales
Support
Customer
Activation
Tier 1&2
Tech
Support
Cross-sell
Upsell
Renewal
&
Win-back
Next Steps
1. Become a CSP Partner & realize more value: Enabling a cloud strategy will
improve profits, revenue and EBITDA. Visit aka.ms/cloudsolutionprovider for more
info
2. Expand Lifetime Value with a services wrapper: Wrap services around your
customer (not your product) for ongoing value exchange. Email
[email protected] for more info
Q&A
To schedule your complimentary
Cloud Enablement Assessment, email
or call +1-617-668-3372
A scorecard
on your
business’
cloud
enablement
readiness
To schedule your complimentary
Cloud Enablement Assessment, email
or call +1-617-668-3372
Amanda Hill National Technology Partner Strategist
Microsoft
[email protected] www.linkedin.com/in/amandahillprofile
Carol Ferrari Director, Product Marketing
PlumChoice
[email protected] www.linkedin.com/in/carolferrariplumchoice
Dave Hauser Director, Channels & Alliances
PlumChoice
[email protected] https://www.linkedin.com/pub/david-hauser/0/598/5a7
Thank you