CONTENTS
• Section 1: Azure Mentor Program
• Section 2: Scope of the Program
• Section 3: Technical Roles
• Section 4: FAQs
WHAT IS THE AZURE MENTOR PROGRAM?
AMPisanewsupportprogramthatwillhelppartnersdevelopanAzuresolution/service andpractice.Forpartnersthatdon'thaveaccesstoMicrosoft field-based technicalresources,AMPprovidespartnerswithtechnicalresourcesandassistanceforuptofiveAzureIaaScustomeropportunities withinasix-month timeframe.
Thesupport providedcoverspresales,deploymentplanninganddeploymentsupport.This,combinedwiththebreak/fixpost-deployment support providedunder thepartner’scurrentMPNbenefitswillensuretheyhavethesupportneeded tobuildanAzuresolution andpractice,andsubsequently theexperiencetheyneedtosustainthatpractice.
OVERVIEW
SUPPORT
TOP 4 THINGS TO KNOW ABOUT AMP
• Partnersneeddeep technicaltraininginAzure• Partnersneedconfidence/support fortheirfirstfewdeals
• KickstartAzureIaaSPracticewith:• Adedicatedmentortoprovidecoordination/accesstotechnicalresources
• Resourcestohelppartnerwinandsuccessfullydeployfirstfiveprojects
• Acceleratethesalescyclewithhelpacrosspre-sales,deployment andpostdeployment
THE WHY
PROGRAM GOALS
...AMP CAN HELP PARTNERS MAKE THAT TRANSFORMATION.
THE TRANSFORMATION TO THE CLOUD CAN
BE DIFFICULT….
WHAT KIND OF PARTNERS CAN USE AMP?
• Partnerswhoaren'tyetabletoattaintheMPNCloudPlatformcompetency.• PartnersdonothavetobelocallymanagedbyMicrosofttoparticipate,buttheprogramdoesrequirethatourfieldnominateapartnertotheprogram.
CANDIDATESNOT
CANDIDATES
• AMPisnotdesignedtosupportISVpartnersatthistime.
• Anypartnerthathasaccessto,orisassignedtoaPTSoranyothertechnicalfieldresourcetohelpsupportthedevelopmentoftheirpracticeorsolution(s)isnotacandidateforAMP.
SUCCESS CRITERIA
Up to 5 Azure solutions
deployed within 6 months
Ability to achieve Silver Cloud
Platform Competency
Ability to build a profitable Azure
and/or EMS practice
1 2 3
AMP PARTNERS ARE…
ü InterestedintransformingtheirinfrastructurepracticeandtheircustomerstothecloudüManagedbyPSE,PCDM,Tele-PCDM,BDM,TPAMor,alignedtoanAzureSureStep resource(SMB)orCrossoverresource(CA)
üHaveMAPSorMPNCompetencythroughout programdurationüAssignatechnicalresourcetoworkdirectlywithMicrosoftandtheirassignedpointofcontact
üMinimumof3-5qualifiedcustomeropportunities (ataSalesStageof20%orgreater)üShareopportunity pipelineandadditionaldetailsofwondeals(suchaselementsofthesolution,associateddealcomponents andassociatedrevenue)tobegenericizedandusedtocreatepartnerprofitabilityguidance
üContinuedfocustobuildandexpandtheirAzure/EMSpracticeüWithinsixmonthsofcompletingprogram,demonstrateanongoingcombinedcustomerAzureconsumption of$15K/year(averaging10customersor150seatsofEMS)
SCOPE OF THE PROGRAM
PartnerOnboarding TechnicalTraining
TechnicalPre-Sales Deployment/POCSupport
PartnerTechnicalServices
• ModernBiz marketingmaterials• Quotingtools• Trainingguidanceandchecklist
totrainpartnersondevelopingspecificModernBizsolutions
• MPNBenefit usage*• MPNDPORdesignation• CloudPlatformcompetency
ProactiveTraining/Readiness DealSpecificEngagementPre-SalesSupport• PricingandQuotingAssistance• ArchitectureGuidance• CompetitiveObjectionhandling
Deployment/PoCSupport•DeploymentPlanning•DeploymentShadowing
PartnerclosesAzureIaaScustomer
deployments
RepeatableAzureIaaSpractice
$15KAnnualAzure
revenuestream
AttaintheSilverCloudPlatformcompetency
5
AMPPointofContact PartnerTechnicalConsultant(PTC) Support Engineer
• Identifyandnominatepartners
• Helppartnersidentifycustomeropportunities
• Shareinformationaboutbusinessdevelopmentbestpractices
• OnboardingyourpartnerstoAMPandsubsequentoff-boardingguidance
• EducatingpartnersonwhattheirMPNbenefitsareandhowtoactivate/usethemwhileinAMPandbeyond
• Ongoingopportunity/pipelinetrackingtohelpusdevelopastrongerpartnerprofitabilitymodelforAzure
• ConnectingthepartnertothePartnerTechnicalConsultantforspecificopportunitysupport
Engagedwiththepartnerthroughoutthefiscalyear
EngagedbyAMPPointofContact
Engagedaspartofpost-deploymentSupportprocesses
Engaged throughoutthedurationoftheAzureMentorProgram
• Delivertechnicaltrainingfortechnicalpresales&deploymentscenariostopartners
• Supportcustomeropportunitiesbroughtforwardbythepartnerthroughpersonalizedassistancecovering:
• Technicalpresalesassistance
• Solution Architecture• ProofofConcept (PoC)• Assistancewithsolutionsizing&costestimation
• Deploymentplanningandshadowing
• SupportincidentsopenedbythepartnerusingtheirMPNtechnicalsupportbenefitsforpost-deploymentsupportissues
• ASupportEngineerhelpstroubleshootpost-deploymentsupportissues
AMPTechnicalRoles
Buildingtechnicalpresales&deployment capabilities
Buildingsales capabilities Resolvingbreak-fixissues
Out ofscope forPTC• Technical support – break-fix,
hotfixes ortroubleshooting• Account management• On-site support• Long-term consulting• Pricing/licensing contracts• Support end customer
(exception onlywhenwithpartner)
TECHNICAL ROLES INCLUDED IN AMP
FREQUENTLY ASKED AMP QUESTIONS
• WhatAzureservicesaresupportedthroughAMP?• AzureVMs,AzureBackup,AzureSiteRecovery,EnterpriseMobilitySuite,Operationalinsights,AzureNetworksand
Storage.
• WhatkindofhelpcanPartnersexpectfromAMP?• Technicalenablementanddeal-basedassistancerangingfromsolutionarchitecture,assistanceingeneratingquotes,
objectionhandling,anddeploymentshadowingduringthesix-monthAMPprogramtime,aswellaspostdeploymentsupport for30daysaftereachdeployment (aspartoftheirMPNprogrambenefits).
• HowlongcanPartnersparticipateinAMP?• Fortheirfirstfivewinsorforsixmonthsoncetheyareon-boarded intotheprogram.
• HowcanPartnersparticipateinAMP?• TheymustbenominatedbyaMicrosoftfieldsponsor.Thereisasetofpre-requisitesthatPartnersneed tomeetto
beeligibletoparticipate.
• ArethereexceptionsallowedforpartnerstojoinAMPthatalreadyhavetheCloudPlatformcompetency?• Ifapartnerhasthecompetency,but isunabletorequalifyforthecompetencyduetoalackofnewcustomersinthe
previoustwelvetrailingmonthsthenaMicrosoftfieldsponsor forthepartnermayconsiderAMPasaviableandacceptableuseofanavailableAMPallocationslot.Partnersinthecompetencymayalsobeinterestedinbuildingaparticularnewsolutionforthem,andforthosepartnersthatwanttoinvestintransformingtheirpracticetothecloud,Microsoftwouldliketosupportthem.
WHAT ARE THE PRE-REQUISITES FOR PARTNERS TO USE AMP?
üEitheraMicrosoftActionPackSubscription(MAPS),oranMPNCompetency,excludingtheCloudPlatformCompetencyandthatsubscriptionorcompetencymustbeinplacethroughout thepartner’stenureinAMP
üAdedicatedtechnicalresourcetoworkdirectlywiththeAzureMentor
üAminimumof3-5qualifiedcustomeropportunities atasalesstageof20%ormorethatwiththeassistanceoftheAMPtechnicalresourcescanbeclosedwithinthe6months
üCommittodeployingupto5customeropportunitieswithinthesix-monthdurationoftheprogram
üCommittothecontinuedfocusoftheAzure/EMSpracticetheyhavebuilt,andwithinsixmonthsofcompletingtheprogramdemonstrateanongoingcombinedcustomerAzureconsumption of$15K/year(averaging10customersor150seatsofEMS)
üCommittosharingopportunity pipelineandadditionaldetailsofanywonopportunities
WHAT ACTIVITIES DO THE TPOCs ENGAGE IN WITH THEIR PARTNERS ON A MONTH-BY-MONTH BASIS?
FIRST30DAYS• IntroductorycalltohelptheTPOCknowthepartner’sbusiness. Expectationswillbesetatthistime.
• Reviewthepartner’spracticeareaandknowledgeofAzureservices, toinformthetechnicalreadiness plan.
• Identify&qualifycustomeropportunities
• ReviewMPNbenefits thatcanbeusedduringAMP(technicalsupport, IUR&DPOR)&competencyattainment
• Definepartner’sTechnicalPlan&helpthepartnertakeadvantageofscheduled trainingopportunities.
• IntroducetheModernBiz campaignandreviewavailablemarketingandtechnicalassetsthepartnercanleverage.
• EngagePTCfordealsupport, asappropriate.
SUBSEQUENTMONTHS• Followupwiththedefined TechnicalPlanandpartner’sprogresstowardsgoals.
• Continue toreview,qualify andcustomeropportunities.
• EngageMicrosoftPartnerTechnicalConsultants(PTC’s) foropportunity support.
• Trackthepartner’scustomerwins.
• Month4or5:Dependingonhowquickly thepartnerachievestheircustomerwins, theTPOCwillstartacompletion checklist.
• FinalMonth:ThepartnerparticipatesinAMP,theTPOCwillfinalizethecompletion checklisttoinformthefinalrecommendations andactionplantothepartner,andoff-board thepartnerfromtheAzureMentorProgram.
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