Transcript Microsoft
Let’s Break New Ground Together. Peter Davidson & Martina Ebbs / Deirdre Rusk Channel Incentives Microsoft | EMEA Channel Partner Conference 2014 Contents Channel Incentives Microsoft | EMEA Channel Partner Conference 2014 What is ESD? Channel Incentives Microsoft | EMEA Channel Partner Conference 2014 Benefits of ESD Channel Incentives Microsoft | EMEA Channel Partner Conference 2014 ESD Go-to-Market Models LEGEND Purchase Payment Data/Keys Start with: 1 Referral Model Attributes Desired outcome • Light-touch, no integration with reseller • Reseller purchases keys on behalf of customer • Keys shipped electronically via email either directly to customer from Disti or Disti sends keys to Reseller to administer to customer • Reseller Reach 1 Referral Model 2 Co-Brand Model 3 Data Services Model Expand with: 2 3 Co-Brand Model Attributes Desired outcome • White label eCommerce platform • Consistent Customer UX • Reseller Reach Data Services Model Attributes Desired outcome • Full integration between Disti and Retailer/MNA • Heavy investment • Ideal Customer UX • Managed Retail Channel Incentives Microsoft | EMEA Channel Partner Conference 2014 The ESD Business in FY14 132% 311,853 199% Where We Are In Market YoY Revenue Growth YoY Reach Growth ESD Markets Live Additional ESD Markets Targeted in FY14 Units Sold EMEA Resellers Transacting ESD ESD SKU Mix by Revenue 16 14 12 10 8 17,691 6 4 2 0 Channel Incentives Microsoft | EMEA Channel Partner Conference 2014 How a Distributor Adds ESD Commercial Distribution Rights Technical Readiness • Partner Business Planning • GTM Strategies Defined and Executed Execution Readiness • Agreements/SLA signed • Launch momentum • Reach targets for breadth resellers filled • Launch momentum Marketing Capability Customer Relationship Management (CRM) & Business Development Capability • Campaigns Management • Launch Excellence • Assortments and merchandising Financial Readiness • Offers and Promotions • Tele sales and CRM Systems • • • • • Channel Incentives GRS Survey/ COS QBR/MBU Exec Engagement WPC Channel Incentives Microsoft | EMEA Channel Partner Conference 2014 Click to edit Master title style Channel Incentives Microsoft | EMEA Channel Partner Conference 2014 Alignment with CFPP Business • • • • Contract Channel Incentives Query support and management – CLT is Live! Partner Account Management – P&F OAM Query management team established • Process improvements • Training, FAQs in place to support Support growth in Digital business Operational support • Team and processes in place to support growth and expansion Channel Incentives Microsoft | EMEA Channel Partner Conference 2014 Let’s Break New Ground Together. Provide your feedback on the sessions through the Conference App and be eligible to win one of five Nokia Windows Phone 8 ALL Partners who provide feedback through the Conference App will receive a one year subscription to Office 365 Home Premium Visit the Conference App now at partnerconferenceapp.com Channel Incentives Microsoft | EMEA Channel Partner Conference 2014 Thank you. Channel Incentives © 2014 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 presentations. 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 CONFIDENTIAL – FOR PARTNER USE ONLY. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. Microsoft | EMEA Channel Partner Conference 2014