march 2013 wr mpc presentation

March West Region Partner Call

Neal PotterRegional General Manager – West RegionMarch 15, 2013

Agenda

Technology Buzz with

Josh Condie

Partner Resources

with Glenn Osako

Partner Open Roundtable

West Region Update with Neal Potter

Segment Topic Speaker Timing

Kick OffWest Region Update & WPC Awards Announcement

Neal Potter 5 minutes

Technology Buzz Office 365 Josh Condie 25-30 minutes

Partner ResourcesLeveraging RTG & Incentives

Glenn Osako 15-20 minutes

Partner Open Roundtable

RGM, PTM, and TS2 discuss hot topics voted for on the call by polls

Open Q&A

Neal Potter, Glenn Osako and Josh Condie

10 minutes

West Region SMB&D GMNeal Potternpotter@microsoft.com

Area Partner Territory Managers (PTMs)

US SMB&D Vice PresidentCindy Bates

Cloud Sales ManagerJustin SlagleUS SMB Regional Westjslagle@microsoft.com

Online Services Team

SMB Online Services BDM, NorthwestJustin Bowersjustin.bowers@microsoft.com SMB Online Services BDM, SouthwestJoshua Sheajoshea@microsoft.com

Southwest Area, Desert Mtn.John Hermannjhermann@microsoft.com

Southwest Area, SoCalGlenn Osakogosako@microsoft.com

Northwest AreaRobyn Schutzrobynt@microsoft.com

Partner Solutions Advisor Bryan Von Axelson “BVA”bryanvon@microsoft.com

Partner Solutions Advisor Josh Condiejcondie@microsoft.com

US SMB Technical Services

Regional Disti TPAM Sales ManagerWest RegionBrian Jonesbrjone@microsoft.com

Regional Partner Sales ManagerWest RegionMichelle Petersonmichelle.peterson@microsoft.com

Cloud TSP, US SMB Technical ServicesTim TetrickTim.tetrick@microsoft.com

West Region SMB&D Team

A new era. Together.Join us at the 2013 Microsoft Worldwide Partner Conference.

* $300 savings off the full price of an all-access pass, $1,995.

Follow us on Twitter twitter.com/WPCUS

Read our blog at aka.ms/wpcus-blog

Download the latest version of this slide from http://docs.com/K7CD.

Photo

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Why attend WPC 2013? • Meet and network with other partners and with Microsoft• Hear the product and technology roadmap from Microsoft

leaders• Learn about Microsoft priorities for the partner business in

our new fiscal year (Microsoft FY14 starts July 2013)• Get guidance to win with your Microsoft-based solutions

against competitors• Be among the first to know about the latest opportunities

and incentives

• Sending four or more people to WPC? Check out the Group Registration Discount.

• Start planning your WPC Award submission (details to be announced soon).

Activities for U.S. partnersDetails about U.S. activities at WPC will be announced starting in February.

Website http://aka.ms/wpc2013 | Pre-register http://aka.ms/wpc13reg

Great experiences across devicesChoose the best device for your specific business scenario

Optimized for Enterprise(Windows 8 laptops , notebooks, and

phones)

Windows 8► “No compromise” business tablets with Windows 8► New possibilities with Windows to Go, DirectAccess improvements, and mobile broadband

enhancements

Windows Phone 8► Business-ready phone: end-to-end encryption, secure boot, IRM, and secure application

container► Shared core with Windows 8 provides common user experience and app development

efficiencies► Office Hub built in

Windows RT ► High quality and value business companion device with Office apps pre-installed► Office Home and Student 2013 RT commercial use rights for anyone whose primary device is

licensed for Office with Software Assurance► Support for VPN and virtual smartcard solution

What’s next…

Productivity

Going mobile

► Persistent Internet connection

► Easy and secure access to corporate data behind the firewall

► Seamless access to personal data

► One device for life and work when travelling

Windows 8 benefits

Enterprise servers and servicesPersonal cloud services

Other social and productivity apps

Enterprise security

Other businessapps and data

Communication and storage services

Broad range of devices with mobile support

Get Connected. Stay Connected.

Customer Talk Blitz Webcast Series

Monthly

3rd Wednesday

March 20th (11am-12pm PT)

Create Demand

CompeteWebcastSeries

Monthly

1st Friday

April 5th

(9-10am PT)

Enable

Unleash Your

Productivity Webcast Series

Monthly

4th Friday

March 22nd (11am-12pm PT)

Sell

MonthlyPartnerCalls

Monthly

3rd Friday

April 19th

(10-11am PT)

Plan

Engagement for every stage of the partner business cycle

(to access registration links, right click on the webcast name/date and select “open hyperlink”)Questions about a webcast? Send an email to smbvarinfo@microsoft.com

West Region H2 VAR Summits

West Region H2 Cloud Bootcamps

The New Office for Small & Midsize Businesses

Josh CondieMicrosoft SMB&D, TS2

Introducing Office 365 midsize business

Cloud productivity services hosted by Microsoft

Enterprise-quality tools at an affordable price

Always up-to-date

Office, email, document sharing, video conferencing

Simplified admin console

New offer designed to address the needs of businesses with less than 250 users

Hosted business-class email and shared calendar

25 GB of storage space per user

Robust anti-spam and anti-malware

Set and manage mobile access and policies

Document sharing and management in the cloud

Share documents with customers/partners with controlled

access

Sync online files to your devices for offline access with

SkyDrive Pro

Share team emails and documents with Site Mailboxes

Latest version of Office desktop apps licensed as a

subscription

Per user licensing across 5 PCs/Macs and 5 mobile devices

Stream any Office application on a PC while traveling

Deploy Office on desktops quickly and effortlessly

Presence, IM, voice, and HD video conferencing

Real-time note taking and document sharing

Conduct Lync meetings with customers and partners

Connect with Skype contacts using presence, IM, and

voice

Office 365 midsize business at a glance

RetailRetail Retail

Advisor Advisor

Open

AdvisorAdvisorAdvisor AdvisorOffice 365 Pro Plus

Office 365 Pro Plus

Office 365 Pro Plus

Office 365 Pro Plus

Office 365 Pro Plus

Office 365 Pro Plus

Consumer Services Commercial Services

Office 365 Small

Business

Office 365

Enterprise (E2)

Business

Office 365

Enterprise (E3)

Office 365

Enterprise (E4)

Office 365

Enterprise (E1)

Office 365 Small

Business

Office 365

Enterprise (E1)

Office 365

Midsize Business

Office 365

University

Office 365

Home Premium

Business ConsumerStudent

Office 365 Small

Business Premium

Office 365

Enterprise (E3)

Office 365

Enterprise (E4)

Subscription licensing choice

Use Office on your devicesAccess documents, email, calendar, and contacts with Office applications optimized for your PC or Mac…

as well as your tablet and smartphone.

Optimized for touchStreamlined user interface puts content first to help you stay on task

Action at your fingertips with Quick Actions, Peeks and Inline Reply

Inline reply lets you compose while staying in

context

Quick Peeks give you access to your calendar, people and tasks

without leaving your inbox

Touch Mode adds more space and finger-friendly Quick

Actions

Applications Office Standard Office Professional Plus Office 365 ProPlusWord ● ● ●Excel ● ● ●PowerPoint ● ● ●OneNote ● ● ●Outlook* ● ● ●Publisher ● ● ●Windows 8 Apps ● ● ●Office H&S 2013 RT ● ● ●Office Web Apps ● ● ●Access ● ●Lync ● ●InfoPath ● ●

Enterprise ValueGroup Policy ● ● ●Volume Activation ● ●Virtualization Rights** ● ● ●App Telemetry ● ● ●Compliance & Archiving

● ●

Business Intelligence ● ●Enterprise Voice ● ●

Subscription ValuePush, Click to Run deployment

●

Version Upgrades SA Only SA Only ●Roaming Settings ●

License TypeLicense Type Perpetual per Device Perpetual per Device Subscription Per UserPC/Mac Installs 2 2 5Mobile Installs N/A N/A 5

Price No Change No Change No Change

* Outlook in Office Standard will not work with Exchange Online due to lack of Personal Archiving** Office Standard & Professional Plus include virtualization rights for RDS & VDI. Office 365 ProPlus includes rights for VDI only (i.e., user-centric virtual desktop scenarios).

Office 365 OfficeProject &

VisioExchange SharePoint Lync CAL Suites

Office Suites

Access your documents wherever you go Save to the cloud by default for automatic backup

Sign in to Office and access the latest documents and personal settings

Sync files to your devices using SkyDrive Pro for offline access and automatic re-syncing

Share directly from Office applications

Easily share documents with others

Share withcustomers and partnersShare documents from SkyDrive Pro or SharePoint team sites with controlled access

Connect with participants through the high-definition video gallery

Create a shared OneNote right within Lync for everyone to take notes together

Conduct effective meetingsHost and participate in online meetings with multi-party HD video conferencing, screen sharing, and real-time note taking

Get updates on your newsfeed based on the people, documents, sites, and tags you are following

Share ideas and get answers in real time on your newsfeed

Get updates from social sites right inside the contact cards

Stay connected with your peopleTake advantage of an integrated social experience to stay close to the people and content that’s important to you

Click to communicate utilizing pervasive presence and people cards

Manage all services in one consoleSimplify management with a single, web-based admin center

One admin console for all services, with quick overview of service health

Stay up to date with in-line planned maintenance reminders

Move anywhere in your service using the universal nav bar

Add or delete users, manage email, and set document sharing policies

Full community support

and how-to material available within the console

Deploy Office on desktops quickly and effortlesslyReady to use within moments of clicking “install”

Built on Microsoft virtualization technology

Stays on the machine and can go offline once installed

Install Office easily by streaming the full-featured Office desktop applications directly from Office 365

Run side-by-side with older versionsDeploy the new Office without uninstalling previous versions

Eliminate legacy or compatibility concerns

Two different versions of Word running on the same machine

Get the most from your investment Business-

ready tools

Latest technology

License per user

Low upfront costs

Provides all the productivity tools a small business needs, including the full Office client

Office 365 Small Business Premium Est. USD $149 / yr

CUSTOMER PROFILE

For small businesses with 1-10 users

Simple setup

No IT required

Office Client Subscription

Office client apps1-year subscription5 PCs/Macs + select mobile devices when available1

1-user license (25 user cap)24x7 Web, community, and basic telephone support

Email, Collaboration and Communication

Exchange, Lync, and SharePoint

1Smartphones and tablets added regularly. Availability of Office 365 apps varies by device.

A new offer designed specifically to address the end-user and IT needs of midmarket customers

Office 365 Midsize BusinessEst. USD $180 / yr

CUSTOMER PROFILE

Generalist IT

Enterprise quality

Value Focused

Typically 10-250 users

Full email with Exchange Online Document sharing with SharePoint Online IM and virtual meetings with Lync Online

Admin Portal Active DirectoryPull deployment of Office Client

Office 365 ProPlusAlways up to date5 PCs/Macs + select mobile devices when available1

Email, Collaboration and Communication

1Smartphones and tablets added regularly. Availability of Office 365 apps varies by device.

Choose the right plan for your businessMake your decision based on company size, IT controls, support, Office deployment, and advanced services

Office 365 Midsize Business

Office 365 Small Business Premium

Office 365Enterprise E3

Advan

ced

Serv

ices

Sta

ndard

Serv

ices

Offi

ce

Office Web Applications

Seat targets 1–10 11–250 >250

Voicemail, In-Place Hold, Data Loss Prevention

Rights Management

Office Desktop Applications

Price (per user/month in US Dollars) $12.50 $15 $20

Basic Expanded Full

Pull Pull Push

Basic Expanded Full

Basic Expanded Full

Pull Pull Push

Email, IM, Collaboration, Storage

Click to Run Office Deployment

Active Directory® Integration

IT Level Phone Support

IT Administration Console

InfoPath Forms, Access, Excel, Visio Services

What You Told Us

An economic model similar to the current one

Own the billing relationship

Ability to sell as you do today

End Customer

ORDER ORDER ORDER

INVOICE INVOICE INVOICE

Ordering and Billing Process in Office 365 Open / FPP

What we delivered

Office 365 Commercial SKU availability

Office 365 Small

Business Premium

Office 365 Midsize

Business

Office 365 Enterprise

FPP1 *

Syndication

Direct

Advisor

Open*

EA

1FPP is sold to distributors, at retail, and through OEMs. OEM channel will resell subscription as an FPP license (not an DOEM license)

* Partners can bill customers direct!!!

Open/FPP versus Advisor Comparison

31

AdvisorOpen / FPP

Top Line Revenue

Margin at time of Sale

Backend Rebates

Little to no capital costs required

Fixed payment structure

More predictable revenue stream

Own the customer billing

Use existing systems & sales motions

Increased upsell & attach opportunities

© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Glenn OsakoSMB Partner Territory Manager

What you can UTILIZE today for success

Generating demand

Ready To Go (RTG) - Office BEST 2.0http://aka.ms/BEST

35

Customer Pitch Deck

Tele Discussion Guides

Webinar-in-a-box (industry-specific)

for M and SBP

with decks, e-books, and email content

Campaign BTL Toolkit with posters, templates, banners, etc.

RTG - SyndicationFree service, delivering dynamic content to customers

RTG – Microsoft Community Connections (MCC)Deliver a customer event & get free software

Ready-to-Go Marketing Webinar Series

Using Your Website to Help With the Sales Cycle

April 17, 20139:00 am to 10:00 am Pacific Time

REGISTER TODAY

Why attend? Your website is your single most important marketing tool. Does it fully support your prospect’s buying cycle and generate qualified leads? We’ll show you the seven critical components for an effective lead generating website. You’ll learn the best practices for addressing all stages of the sales cycle, creating compelling content, keeping your site engaging and fresh, and delivering the right type of calls to action throughout your site. We will review a number of partner websites that do a great job of attracting and engaging their target markets and ultimately get better results than the competition.

Register for Upcoming Webinars by

Ready-to-Go Marketing(All webinars begin at 9:00am

PT) Turning Attendees into Real Prospects through Event Marketing – 5/15

Watch On-Demand Webinars

Sell More Through Better Marketing Planning

Close More Business By Attacking New Growth Areas

Building Marketplace Credibility with Customer Evidence

Accelerating & closing opportunities

U.S. SMB Incentives & Offers

Offer March 1 , 2013 – May 31, 2013

41

What is the Cloud Easy Offer? The Cloud Easy Offer provides partner subsidy funds to customers when they make qualifying Microsoft Online Services subscription purchases. The offer is valid from March 1, 2013 - May 31, 2013.

What’s in it for Customers and Partners? Customers who make qualifying Microsoft Online Services purchases can earn partner subsidy funds which can be utilized with their choice of an eligible Microsoft partner for implementation of their Microsoft software or associated services. In addition to providing partners with cross and up sell opportunities, the Cloud Easy Offer solidifies the partner’s role as a trusted advisor by encouraging customers to return to their chosen partner for solution implementation.

Call to Action:1. Review the Offer details located on Microsoft Partner Network portal http://aka.ms/cloudeasy 2. Alert your customers to purchase within the offer period March 1, 2013 - May 31, 2013 3. Submit Cloud Easy Offer claim when customers make qualifying purchases at https://

www.microsoftincentives.com/cloudeasy

Resources & Links:1. The Cloud Easy Offer Site for partners: http://aka.ms/cloudeasy

What is the Big Easy 10? The Big Easy offer 10 provides partner subsidy fund to customers when they make qualifying Microsoft volume license purchases between the offer period March 1 – May 31, 2013. (Please note: Cloud Easy offer will be in market during this time for qualifying purchases of online services).

What’s in it for Customers and Partners? Customers who make qualifying Microsoft volume license purchases can earn partner subsidy funds which can be utilized with their choice of an eligible Microsoft partner to purchase additional Microsoft software or associated services. In addition to providing partners with cross and up sell opportunities, the Big Easy offer 10 solidifies the partner’s role as a trusted advisor by encouraging customers to return to their chosen partner for solution implementation

Call to Action:1.Review the offer details located on Microsoft Partner Network portal http://aka.ms/bigeasyoffer2.Alert your customers to purchase within the offer period March 1, 2013 – May 31, 2013 3.Submit Big Easy Offer 10 claims at https://www.microsoftincentives.com/bigeasy10

Resources & Links:4.The Big Easy Offer 10 site for partners: http://aka.ms/bigeasyoffer

FY13-H2 Offer Payout Schedule

15% (of annual subscription fee)

Office 365Office 365 Open

Office 365 SBPDynamics CRM Online

Windows Intune

Note: Subsidy payout is a percentage of ERP

15%GrowthProject & VisioSharePointSQLDynamics CRMDeveloper Tools

10%CoreOfficeExchangeWindows ClientWindow Server

Open L

Annuity Accelerator

Big Easy(On-premises)

5%

20%IncubationSystem CenterWSData Center Lync

Cloud Easy

(Online Services)

50 user commercial customer

Cloud Easy $$

50 Office 365 E3 SKU’s $1,800

50 Windows Intune $1,000

Total subsidy $$ $2,800

Cloud Easy example:

Big Easy example:

50 user commercial customer Big Easy – Open Business (no SA)

50 Office Professional Plus $2,550

1 Windows Server Datacenter (2 proc) $962

1 SQL Server Enterprise Core (2 lic) $2,750

Total Big Easy subsidy $$ $6,262

Announcing the Office 365 Open Incentive Program for VARs

Customers are increasing their purchases of Microsoft cloud-based solutions. Help meet this growing demand by taking advantage of this new incentive program for Office 365 Midsize Business & Small Business Premium SKUs. These incentives will be paid along with the standard Reseller incentive program payments.

• Program Period: March 1, 2013 through June 30, 2013.• Eligible Partners: All authorized U.S. Value Added Resellers (VARs) with a signed

and accepted enrollment.• Enroll at: http://www.oneview.ms/var

These Office 365 incentives are supplemental to the existing U.S. Scale Reseller, Commercial Distributor and Value Added Reseller Open Incentives and are paid as a percentage of revenue of the Office 365 Midsize and Small Business Premium SKUs as follows:

Office 365 License TypeLength of

SubscriptionSKU Bundle

Rebate Payout Rate

 Office 365 Midsize

Business 

Open, Open Value,Open Value

Subscription 12 months

 (Up-front payment)

Sold as 1, 5, 25 and 50 user bundled SKU

6.0% (ERP)  

Office 365 Small Business Premium

FPP/PKC Single User

Program subject to full Incentive Guidelines, which are available on the site starting March 1, 2013.

U T I L I Z E !

Our simple ask:USE the programs to generate demand & close opportunities with Microsoft cloud & on-premise solutions!

THANK YOU!

Questions?

Email the RTG Help Desk: rtgmktg@microsoft.com

Partner Open RoundtableNEAL POTTERJOSH CONDIEGLENN OSAKO

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