Sie sind auf Seite 1von 20

Group 4

HRA003 Rhythm Agarwalla


HRA023 Pulkit Mehra
HRA037 Sadaf Zia
HRB020 Shweta Matse
HRB030 Devangshi Saraf
HRB040 Div ya Mekala
Burden of investments in technology simplified 01

$2.1 Trillion - Overall IT spending on Partners can be trusted advisors 02


products and services
Help customers choose the right vendors and partners 03
Buy products and Business partners can cover local customer needs 04
services through
channel partners Companies are looking for comprehensive technical advice 05

Criteria For Partners Perks of Becoming A Partner


Building networks within Microsoft and with other
In business for at least 5 years
Microsoft partners
Have the necessary skills in the relevant field Training and technical support

More than 75% of products/services sold to Fair chance of strengthening staff expertise
unaffiliated third parties
More visibility through listings in Microsoft online
marketplaces
Each program level has defined requirements that are earned through the Partner Points model

2 certified employees or 1 certified product


3 references
Employ or contract with at least two exclusive MCPs or develop at least one tested solution.
Attain at least one Microsoft Competency.
Earn 120 qualifying Partner Points.
The program membership term runs for 12 months from the date of enrolment and fee payment

Employ or contract with at least two exclusive MCPs or develop at least one tested solution
Earn 50 qualifying Partner Points
The program membership term runs for 12 months from the date of enrolment and fee
payment

Create a Microsoft Windows Live ID account, if you do not already have one.
Earn 0 qualifying Partner Points Registered Member
Complete your individual and organization profiles
Company Competency
Based
1 Nov 2010 Based

Competencies based
on:

How consumers buy


Specific skillset
Areas of strength

Application Development Cloud Platform


Communications associated with Skype for Business Cloud Productivity
Data Analytics: associated with Microsoft Office Data centre
Enterprise Mobility Management Devices and Deployment
Project and Portfolio Management Hosting
Identity and Access
Small Business
Gold Competency
Gold Competency
$5260
$3800

Small Business
Silver Competency
Silver Competency
$1850
$1490

Action Pack
$475
Action Pack Silver Gold

Technical Presales &


Deployment Services 5 hours 20 hours 50 hours
(Advisory Hours)
Up to 25 licenses pe Up to 100 license
Rights to cloud services Up to 10 licenses
r product s per product
and on-premises software per product

5 subscriptions 10 subscriptions
3 subscriptions
Visual Studio Subscriptions (MSDN with (MSDN with
(Professional)
Enterprise) Enterprise)

Product Support 10 incidents 15 incidents 20 incidents

Partners have access to the:


o Regional Service Center
o Partner Support Community
o Partner University
o Technical Presales & Deployment Services
Summary Details Action Pack Silver Gold

Annual investment
Membership

Complete a partner profile


Partner profile

Customer references 3 5
Customer evidence

Business-focused 1 2
Business assessments
competency assessments

Technology professional(s) 1 2
Technical credentials
must pass the technical
exam assessment or both
Business Customer
Connect
opportunities reach
Digital Promote Build
Transformatio Partners partnerships
ns business Stay
Providing Gain connected
Managed knowledge Stay relevant
Services from technical
Building a experts
Practice Scale business
Microsoft has partnered with various companies to create more value for its customers
Microsoft has tied up with companies like thousand eyes and Field one to improve its offerings
and create more value
Majorly Microsoft has made its CRM solution easy for partners to work with and add features to
make it a better and differentiated offering
Field one has helped in creating a holistic solution for customers addressing CRM customers
strategic objectives and providing a efficient and effective solution
Thousand eyes is a data analytics company that helps customer to monitor, identify and resolve
various network performance issues
Enterprise Small & Medium Public Sector
Partners Sized Partners

HP Manufacturing Health
Intel BPOs Education
EMC2 Startups Defense
Unisys Retail Bank

-Involves the Account Manager, -Work with systems integrators, resellers, -These accounts are there to build relationship,
account Technology Specialist distributors and managed service providers profit earned from these accounts is less

Customer Segmentation done on the basis of:


Revenue (Major Factor)
LARGE SMALL AND MEDIUM BUSINESS
CUSTOMERS(ENTERPRISE)
These accounts are not managed by Microsoft
These accounts have a systematic management directly
system No account managers for these accounts
For every region- North, South, East and West. Works through partners

PARTNER SALES
EXECUTIVES
Third Party ORGANISATIONS

ACCOUNT EXECUTIVES: PARTNER SALES EXECUTIVES:


Main responsibility is to maintain relationships
with the customers They are microsoft employees but they work
with partners who are third party organizations
Technically not very sound Responsibilities include meeting the partners
on a daily basis, helping the partners with the
They are the ones who are on the client facing technical issues and deriving more business
end and are the 1st phase contact from them
Compare support offerings
As you continue your growth momentum,
we offer multiple, flexible support options
aligned to your organizations specific
needs and capabilities.

Core benefits
Partners receive a set of core benefits that
can help you save time and money,
strengthen your capabilities, and help you
better serve customers.
Access your technical benefits
Now that you understand the value of the
benefits, its time to take the next step.

Scalable technical services


Learn how technical benefits can impact
your organization and scale with you in
your progression.
Technical training
Review the latest training resources based
on real-world technical presales and
deployment scenarios.

Technical presales assistance


Access technical assistance to help you
design personalized customer solutions
at the start of the sales process.

Deployment services
Connect with Microsoft experts to help
you accelerate cloud deployments and
increase software usage.
Background:
Win Technologies is a Microsoft partner and invested in MPN
Win Technologies is in the business of building a network of resellers and solution providers for
customers. They also create their local network of partners who sell Microsoft solutions to customers
through Win Technologies.

Opportunity to add Value:


Win Technologies realized that their network of partners had an opportunity to add value to their
customers by increasing security and reliability, and could scale their recurring revenue with more
premium services.

Adapting to Culture:
Vietnam is a very relationships-driven market. The community-oriented culture of small,
interconnected small businesses runs on relationships.
Action:
- Profiled their partners and learnt more about benefits and how to position new cloud services
so that they could demonstrate to partners how these new solutions can fit into various business
models
- Even before their customer market demonstrated a shift toward the cloud, Win began the
conversation with their partners to increase their technical presales and deployment expertise and
develop their business model to plan for the future.
- Win invested resources in partner growth and expertise
- For each partner who commits to learning more about cloud services, Win immediately
leverages Microsoft technical presales and deployment experts to ensure the partner is well
supported.
- They also continuously shared feedback with Microsoft to increase the level of Microsoft-
product expertise in their market.
Result
- Identified partners with potential for increasing their recurring revenue
- Win Technology helped hundreds of partners deepen their relationship with Microsoft through
MPN, thus helping them feel more connected
- Partners see the value of more secure, reliable services delivered to their customers, and the
relationship continues to build trust.
- Partner and Customer Loyalty earned through goodwill

Das könnte Ihnen auch gefallen