Transcript Enabling Partner Success in

Let’s Break New Ground Together.
Enabling Partner Success in
SMB Renewals
Ray Keane –
Microsoft Global Sales Operations
Michael Beare –
Microsoft SMB Renewal Sales Excellence
Shane Hanly –
Microsoft EMEA Operations Partner & Field
Microsoft | EMEA Channel Partner Conference 2014
Big Picture – Reaching New Heights!
Welcome to Dublin
Reflections on our Journey
Changing landscape & the future
Enabling future success
Microsoft | EMEA Channel Partner Conference 2014
Reflections on our journey Together … A Recipe for Success!
Microsoft | EMEA Channel Partner Conference 2014
Cloud Services Renewals – Changing the Landscape!
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Coming “Wave” of SMB Cloud Subscription Expirations
Anniversary Revenue Map
Anniversary Net Unit Add Map
180,000
$18,000,000
160,000
$16,000,000
140,000
$14,000,000
120,000
$12,000,000
100,000
$10,000,000
80,000
$8,000,000
60,000
40,000
$6,000,000
20,000
$4,000,000
-
$2,000,000
$January, 2014
APAC
Canada
Central and Eastern Europe
France
Germany
Greater China
India
Japan
Latam
MEA
UK
United States
Western Europe
March, 2014
May, 2014
July, 2014
September, 2014 November, 2014
APAC
Canada
Central and Eastern Europe
France
Germany
Greater China
India
Japan
Latam
MEA
UK
United States
Western Europe
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Online Services Anniversary Expirations – Are we ready?
Image Source:
Euroartists.com
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Renewal/Retain Opportunity - Happens every 12 months!
Open L&SA – renew every 2 years
OV/OVS – renew every 3 years
Year 1
Year 2
Year 3
Year 4
Year 5
Year Year
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Renewal transactions increase revenues, allow up-sell & cross-sell, including Channel Incentive/rebates potential.
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Integrating our Partners into Renewals
Visibility into Microsoft’s lifecycle campaigns
Program details and all content available to partners
on Partner Marketing Center.
Connecting
customers with
partners
Partner of record
contact information
dynamically
populated in all
lifecycle emails
throughout the
subscription year
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Renewal Communications (O365 subscriptions )
Start
Expiration
E-90
E-60
E-30
E-7
E-1
De-provisioning
Churn/disabled
E+23
E+29 E+30
E+60
E+113
E+119
Customer
In-Product
Partner
Customer emails:
Contains Partner of
Record contact
information.
Your Office 365 subscription expires in 30 days
Partner emails:
Monthly aggregated
list of customers in
renewal.
October Update: Customers renewing Office 365
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Partner Email and Dashboard
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Notification Example: In-client/web
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What is the Partner Account Targeting Tool (PAT-tool)?
PAT-Tool for Distributors
• Identifies resellers with customers that are likely to purchase a Microsoft product based on historical purchase
patterns.
• Helps cross-sell and upsell products like Office, Windows Server, Exchange, SQL, etc.
• Helps to identify Open Value (OV) and Open Software Assurance (SA) renewal opportunities and PC install base
coverage.
Benefits for Distributors
• Identifies the Microsoft resellers with the highest sales opportunity value.
• Shortens the sales cycle by identifying resellers with a higher probability of sales.
• Identifies the right resellers to contact for specific initiatives and campaigns.
What’s new?
•
•
•
•
The MPAT Tool is now delivered in Excel.
Cloud propensity and subscription insights.
Data is updated quarterly and should be downloaded each quarter.
New products are added as released.
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New MCOIT/SHOOT: Partner Account Targeting tool (PAT) for Q3
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Distributor Summary
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Accessing PAT-Tool For Distributors
[email protected]
1. Your PSE (Account Manager) enters your details into the system and alerts you via email
2. You will then receive an email invitation to access the tool
3. Click the link in the email to login and create a password (first access)
Note: To ensure the security and confidentiality of the information and data available on the
Partner Account Targeting tool (PAT-tool) you will be requested to verify ownership of your
email address upon every login. Account ownership verification sent via email.
4. Agree to the End User License Agreement (EULA)
5. Select PAT-tool Disti database
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Guiding Principles & Challenges
Focus on 80% of
Customers with
highest revenue
and drive upsell/cross-sell
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Focus on customers
with un-assigned
seats and low usage
Drive assignment of
POR, early billing and
partner readiness
* 1/3 of Open Keys on
VLSC not redeemed!
* 30%+ of Open seats
are not assigned
* Only 25% of Open/FPP
subscriptions have POR
assigned
Establishing
actionable metrics
and Goals
* % of subscriptions
contacted
* % of subscriptions
renewed before expiry
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Enabling thru Partner Success!
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SMB Renewals Web Folders – for Distributors
O365 Partner
Report
Open Programs
Visibility to all order
info, including seat
activation
Expiration data in
Ability to quote &
renew discontinued & direct CRM upload
format
superseded SKUs
Anniversary order
reporting
Instant line of sight
into renewals
performance
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GO-DO’s – What 3 things can I do to improve now?
Understand your Cloud Services end-customer opportunity.
1. Start building CRM capability and review the customer lifecycle.
2. Leverage Tools from Microsoft like the PAT tool, MPN, Expiration & O365
Reports.
Sell and invoice the O365 Cloud customer – Early! Do NOT wait until the Expiration.
1. Engage resellers in the retention efforts and include Up-sell/Cross-sell.
2. At a minimum – invoice for the anniversary payments at T-90
Establish targets, compensation, incentives to include end-customer retention.
1. This is not just about expirations & renewal.
2. MUST retain and GROW the services revenue streams to be successful!
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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
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Thank you.
© 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