how to sell in the cloud with telstra stephen pech t-suite channel development manager
TRANSCRIPT
![Page 1: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/1.jpg)
![Page 2: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/2.jpg)
How to Sell in the Cloud with Telstra
Stephen PechT-Suite Channel Development Manager
![Page 3: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/3.jpg)
ON PREMISE HOSTED PUBLIC
SaaS
PaaS
IaaS
![Page 4: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/4.jpg)
Why you are at this session?• What value does Telstra add to MS Online
Services?• How do I engage with Telstra?• How do I succeed with MS Online Services?• What next steps should I take?
In the next 45 minutes we are going to • Answer these questions• Explain how• Discuss some real life examples
![Page 5: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/5.jpg)
Telstra’s Cloud Strategy
![Page 6: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/6.jpg)
Solutions & Roadmap
MS Hosting
Global Scale
Platform Dev.
Trust
Network & Reliability
Awareness & Reach
Services Approach
Skilled Channel
What value does Telstra add to MS Online ?
![Page 7: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/7.jpg)
What value does Telstra add to MS Online ?
Businesscustomers:1,200,000*
Working on it:
600,000*
(1,800,000 Australian businesses, ~ 900,000 employing)* Approximate numbers
![Page 8: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/8.jpg)
Other T-Suite Solutions
SMB ERP – CRM, Project Management, Billing
HR & legalcompliance
Send large files
CRM
PC & Server Endpoint Protection
PC & Server Backup
SMB AccountingWeb & Email control
Domain Management
![Page 9: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/9.jpg)
One Team– Mutual and aligned goals
![Page 10: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/10.jpg)
Exclusive syndication partners for MS Online in Aus
– Only exclusive Telco relationship in the world
![Page 11: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/11.jpg)
• Govt, Education, NFP, & EA Step-up pricing– New - Launched 30 August– All Partners able to sell and earn commission
![Page 12: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/12.jpg)
Partner ManagersDrew Curtis
QLD
Leonie VisserQLD
Kate McGormanNSW
Mark DuckworthNSW/ACT
Alex Papli Vic/Tas
Shane CampbellVic/Tas
Stephen PechSA/NT & WA
1800 TSUITEHelpdesk
8 T-SuiteSales Specialists
90 Data / IPSpecialists
Global PartnerServices Team - Tech enablement
![Page 13: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/13.jpg)
How do I engage with Telstra?• Work with your Partner Manager
– Build a relationship and catch-up regularly – 2 way relationship
– Go to for resources and support– Identify any ‘Buddy’ relationships with Telstra Dealers
• Use 1800 TSUITE for admin & tech support– Will help with billing and account setup– Can provide specific tech support
• Build skills and then work opps together– We can help you close deals, and you can help us– Telstra Account Executives (AE’s) have existing relationships
![Page 14: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/14.jpg)
How do I succeed with MS Online?• Leverage MS & Telstra Enablement resources– MS have skill development programs
• Online training• Incubation program• KickStart program
– Telstra Partner Managers for admin & strategy– MS TelePAM’s & PAM’s
• Actively promote Online Services to customers• Clearly define your offer & services model
![Page 15: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/15.jpg)
How do I succeed with MS Online?• Leverage MS & Telstra Enablement resources
• Actively promote Online Services to customers– Cloud computing is coming – it will be a differentiator for
you– Give your customers the choice– Show your cloud credentials – lead your competitors– Look for opportunities to develop your skills and
approach
• Clearly define your offer & services model
![Page 16: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/16.jpg)
How do I succeed with MS Online?• Leverage MS & Telstra enablement resources
• Actively promote it to customers• Clearly define your offer & services model
– Which customers should always be pushed to MS Online?
– What is your implementation methodology?– What are the service options you offer?– What is your default per seat implementation cost?
![Page 17: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/17.jpg)
How do I succeed with MS Online?• Leverage MS & Telstra enablement resources
• Actively promote it to customers• Clearly define your offer & services model
Telstra do not have partner-level technical skillsTelstra need partners to help close and implement•Telstra won’t undercut you nor start a competitive sale
Take the steps above and be a technical solution leader to qualify for Telstra leads
![Page 18: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/18.jpg)
How do I get Leads from Telstra?
Sign up & Demo
CloudAccelerate,
Commitment
Find opps,Implement Success,
Prove Tech Skills
Strategic Planning,
Offer, Campaign
s
TelstraLeads
Partner Manager
GPS
![Page 19: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/19.jpg)
Real Partner Success• EH Technology - Andrew McInally
– QLD based– SMB focussed– Actively working with T-Suite for 12 months
• nSynergy / OSC - Karl Redenbach– National with offices in Vic, NSW, and 3 international
locations– Medium business & enterprise focussed– Actively working with T-Suite for 12 months
![Page 20: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/20.jpg)
What next steps should I take?
1. Meet my Partner Manager
2. Sign MOSPA & TOSA
3. Setup demo or IUR system• See GPS team near Telstra stand
4. Implement a small customer
![Page 21: How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager](https://reader035.vdocuments.us/reader035/viewer/2022062313/56649d0d5503460f949e295c/html5/thumbnails/21.jpg)