microsoft csp partner program: get cloud solutions to market faster & more profitably through...

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

microsoftpartners@plumchoice.com for more info

Q&A

To schedule your complimentary

Cloud Enablement Assessment, email

microsoftpartners@plumchoice.com

or call +1-617-668-3372

A scorecard

on your

business’

cloud

enablement

readiness

To schedule your complimentary

Cloud Enablement Assessment, email

microsoftpartners@plumchoice.com

or call +1-617-668-3372

Amanda Hill National Technology Partner Strategist

Microsoft

Amanda.hill@microsoft.com www.linkedin.com/in/amandahillprofile

Carol Ferrari Director, Product Marketing

PlumChoice

Cferrari@plumchoice.com www.linkedin.com/in/carolferrariplumchoice

Dave Hauser Director, Channels & Alliances

PlumChoice

Dhauser@plumchoice.com https://www.linkedin.com/pub/david-hauser/0/598/5a7

Thank you