Transcript With Partner

Marketing & Readiness
Deep dive
Worldwide Transition Plan
Many small partners
Larger partners
Triple the average customer adds of Dynamics VARs
Vertical
Horizontal
Triple the number of ISVs/VARs gaining > 50% of their revenue from
packaged, repeatable vertical solutions
Microsoft
Confidential
FY10+ Dynamics Partner Strategy
Aligned to
benefits, requirements, and branding
Focus Industries
Microsoft Dynamics® CRM
Microsoft Dynamics® ERP
Microsoft Dynamics® POS/RMS
Everyone Gets It
 MS Direct to Customer
 Through Partner Horizontal
BDM: Role Based
Campaigns
 MS Direct to Customer
 Through Partner Horizontal
 Through Partner Vertical
 With Partner Vertical
HORIZONTAL
Through-Partner
Campaigns
VERTICAL
Through-Partner
Campaigns
HORIZONTAL
Through-Partner
Campaigns
VERTICAL
Through-Partner
Campaigns
HORIZONTAL
Through-Partner
Campaigns
VERTICAL
Through-Partner
Campaigns
OPTIMISE
SUPPLY CHAIN
Through & With
Partner Campaigns
 Vertical or Horizontal
Campaigns ALL helping to
drive top-line objectives
Partner Marketing: Tiering & Benefits
If you meet these requirements…
1 Ded.
Resource
50K
1 Ded.
Resource
Med
No min.
N/A
Low
High
100K
Med
GPI
Low
GPI
High
GPI
Med
Tier 3
Tier 1
High
Tier 2
Low
You get these benefits.
Partner Marketing Services Bureau
LIVE
31st August 09
Campaign Portal: Simple, Linear Process
Product
Creative
Tactics
Targets
Customise
Partners, only pay for your
execution (i.e. what it
costs to print, post, email
or purchase data.
Microsoft pays for :
• Artwork (Campaign
Creation).
•Set Up Fees.
•Subscription fees for
Campaign[x] campaign
management tool
Campaign 1: Everyone Gets It
• Male & Female Protagonist
Creative Options for each
element.
• Multi-level Copy Customisation:
– By Microsoft Dynamics™ Product
– Target Job Role
– By Partner i.e. USP & Offers
Next Steps
• Revisit your marketing Plans – does it make sense to align
and maximise your use of MS messaging and offerings
• Engage your PAM
• Engage the Marketing Services Bureau
• Attend Live Meetings – Fallon Emery will be setting up
Partner Development Centre
The Partner’s Partner
Business Results = Business Growth
Growth Drives Size
Size Drives Profitability
Increased Profitability
Growth
=
Ability to Invest
Creation of Equity
Readiness Strategy
Partner
Partner
Owner/
Leadership
Manager
Academy
Partner
Partner
Developer/
Technology
Architect
Academy
Partner
Partner
Application
Solution
Consultant
Academy
Partner
Partner
Application
Solution
Consultant
Academy
Partner
Partner
Marketing
Marketing
Specialist
Academy
Dynamics
Partner
Academy
Partner
Partner
Project
Project
Management
Manager
Academy
Partner
Partner
Sales
Sales
Specialist
Academy
Partner
Partner
Presales
Presales
Specialist
Academy
Partner
Partner
Marketing
Marketing
Specialist
Academy
Dynam
ics
Partner
Acade
Partner
Partner
my
Project
Project
Management
Manager
Academy
Partner
Partner
Owner/
Leadership
Manager
Academy
Partner
Partner
Developer/
Technology
Architect
Academy
?
Partner
Partner
Sales
Sales
Academy
Specialist
Partner
Partner
Presales
Presales
Specialist
Academy
The Partner’s partner
Partners
Business Growth
Business Strategy &
Growth
• Microsoft
• Other
Marketing Planning
& Execution
• Microsoft
• Other
Pre-Sales
• Microsoft
• Other
Sales Excellence
• Microsoft
• Other
Implementation
• Microsoft
• Other
Accreditation
Quality Control
Shaping
Microsoft Growth Programs
•
•
•
•
Business Diagnostic/Constraints
Workshop
Dedicated Sales/Marketing Support
Dedicated Pre-Sales/PM Support
Pipeline Review and Opportunity
Coaching
•
•
•
•
Assist 1st Marketing Campaign
Execute 1st Marketing Campaign
Management Seminar
Workshops (Sales, Marketing,
Projects, HR, Internal Project
Management)
‘As a business owner I don’t have the time to plan and strategise our next
moves. Nor do I have the people in my business whom I can talk to about my
business growth challenges and how to transition. I see the PDC fills this gap,
as a business advisor and sounding board, providing the direction I need to
grow my business.’
‘I see the PDC provides me the forum, tools, best practices, and people to
help me achieve my business goals’.
‘I gleaned significant value from the Sales/Marketing and Growth sessions.’
‘These 2 days have made me realise that I need to plan for my next stage of
growth.’
‘I can’t keep doing ad-hoc, ill planned marketing campaigns that aren’t
measured and expect good results. I must have a marketing plan in place that
the business can execute against’.
Dynamics Readiness Academy
* Delivered through
Existing CPLS
Partner
Leadership
Academy
Partner
Marketing
Academy
Partner
Technology
Academy
Partner
Sales
Academy
Partner
Solution
Academy
Partner
Project
Management
Academy
Partner
Presales
Academy
Who Are The Consultants? What Services Are Offered?
1
This is what a consultant looks like…
Position
Market
Analyst
Need To Have
…and these are the services offered.
Strategic Services
Nice To Have



10+ yrs market research experience
Excellent communication skills
Excellent research and data analysis skills





MBA
Good presentation skills
Marketing
Workshop
Trainer


10+ yrs experience developing or executing
ERP/CRM marketing programs
Excellent communications, presentation and
motivational skills
5+ yrs interactive classroom training experience
Marketing
Specialist



Outstanding creative skills
5 yrs of marketing campaign development
Excellent copywriter; good PMO skills

Sales Process
Analyst




Highly process oriented
Professional services sales experience
10+ yrs of process and workflow analysis
Excellent presentation skills



CPA
Software VAR business experience
ERP/CRM sales and implementation
experience



Previous experience conducting ERP/CRM
software sales skills training programs

Min 10 yrs of ERP/CRM software sales
Excellent communications, presentation and
motivational skills
5+ yrs of interactive classroom training
Practice Mgmt
Advisor



10+ yrs running a VAR practice
Excellent motivation skills
Excellent presentation and analytical skills


CPA or MBA
Work experience at ERP/CRM software
publisher
Practice Mgmt
Trainer



10 yrs running a VAR practice
Excellent motivation skills
Excellent presentation and analytical skills



CPA or MBA
ERP/CRM software publisher work experience
Professional business consultant experience
SEO Analyst




Excellent analytical skills
Extreme research orientation
2+ yrs SEO experience
Creative thinker and good writing skills



Friends at Google
SEO professional contacts
Familiar with FTP programs, HTML, CSS,
JavaScript, PHP, ASP, etc.
AX Practice
Specialist



5+ yrs of MS Dynamics AX practice mgmt
Excellent business mgmt skills
Excellent presentation and analytical skills

Owned or ran their own MS Dynamics AX
(AXAPTA) consulting practice.
Project
Methodology
Specialist




10+ yrs of ERP/CRM project experience
Familiar with Sure Step or similar methodology
Excellent communications & motivational skills
5+ yrs interactive classroom training experience


Certified Project Manager
Previous experience conducting ERP/CRM
software project methods and mgmt training
programs
All


Entrepreneurial spirit, creative , comunicator
Fun and experimental


Business software channel work experience
Business software publisher work experience
Sales Skills
Trainer
2
“As Is” Assessment
(1:1 on-site session, $15K)
General business strategy skills
Marketing degree
Strategic Transition Plan
(1:1, $25K)

Execution Coaching
Experience developing ERP/CRM marketing
campaign development and execution
Marketing degree
(12 months, up to 100 hrs, $37.5K)
Ad Hoc
($2-3K per day)
Tactical Services
Practice
Management
• Practice Mgmt
Workshop –
3 days, $22K
stand-alone,
$1.5K / person
• Practice Mgmt
Coaching –
12 months, up
to 50 hrs,
$13,750
Sales
Marketing
Delivery
• Advanced
Sales
Workshop –
5 days, $18K
stand-alone,
$1.2K / person
• Sales Mgmt
Workshop –
2 days, $1oK
stand-alone,
$1K / person
• Sales
Coaching – 12
months , up to
50 hrs $13,750
• Diagnostic
Business Case
Workshop –
3 days, $18K
stand-alone,
$1.2K / person
• PUNCH!
Presentation
Skills
Workshop –
2 days, $12K
stand-alone,
$900 / person
• Strategic
Marketing Plan
– 1:1, $9K
• Website
Development –
1:1, $25K
• Website
Search Engine
Optimization –
1:1, $25K
• Delivery
Management
Workshop –
3 days, $16K
stand-alone,
$1K / person
Partner Leadership Academy Curriculum
Purpose
Create growing, profitable partner practices
Audience
Partner Management/Owners Staff
Competencies
• Hard skills – financial acumen, strategic thinking, mktg/sales management,
services delivery
• Soft skills – customer intimacy, org/talent development, coaching,
communication
Content
• Strategic/tactical biz planning – define goals, identify levers, prioritize
investments...
• Financial management – cash flow, investment strategies, finding capital...
• Strategic marketing – identify and understand your niche, differentiation,
image...
• Partner best practices – KPIs, org structures, key processes, infrastructure...
• People management – attract/develop/retain talent,
compensation/incentives...
• Managing change – executive communication, managing risk…
Partner Leadership Academy Details
Expert
(>36 months in role)
(12-36 months in role)
Proficient
Aware
(0-12 months in role)
PEOPLE AND ORGANIZATIONAL DEVELOPMENT
Identifying & Recruiting Talent; Career Models; Aligning Objectives, Results & Compensation; Organizational Growth Models
(4 x 3-hours online, 2-day ILT workshop incl. simulation)
ACHIEVING SALES & MARKETING EXCELLENCE
Building a Marketing Engine; Building & Managing Sales Teams; Effective Pipeline Management
(4 x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of 1:1 business consulting)
FINANCIAL MANAGEMENT II
Financial Benchmarking; KPIs & Scorecards; Growing Profitably; Raising & Managing Working Capital
(4 x 3-hours online, 2-day ILT workshop incl. business simulation)
STREAMLINING SERVICES DELIVERY
RUNNING A SW FACTORY
How to manage for optimal utilization and realization
(3 x 3-hours online, 2-day ILT workshop)
How to develop, distribute and maintain SW Solutions
(3 x 3-hours online, 2-day ILT workshop)
STRATEGIC
AND
TACTICAL PLANNING
Market & Competitive Analysis; SWOT; Differentiation & Verticalization; The 3-Year Plan; The 90-180-360 Day Plan
(4 x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of 1:1 business consulting)
FINANCIAL MANAGEMENT I
Partner Business Models & P&Ls; Financial Compliance; Budgeting; Forecasting; Cash Flow Management
(5 x 3-hours online, 2-day ILT workshop incl. simulation)
EXPERT
PROFICIENT
AWARE
Foundation Building
FINANCIAL MANAGEMENT III
Due Diligence; Mergers, Acquisitions & Divestments; Exit & Succession Planning; IPO; Estimating ROI
(5 x 3-hours online, 2-day ILT workshop incl. business simulation)
Rapid Growth
REACH
Economies of Scale
AND
Building a solid P&L
Enabling growth
Getting from 5-25
ACHIEVING SCALE
Enterprise Systems and Infrastructure; Implementing Standard Operating Processes; Managing Across Borders and Cultures
(2 x 3-hours online, 2-day ILT workshop)
Organizational transformation
Balancing top line and bottom line
Getting from 25-75 employees
MANAGING STRATEGIC CHANGE
Executive Communication; Getting Buy-In at All Levels; Handling Resistance; Organizational Stress; Risk Management
(5 x 3-hours online, 1-day ILT workshop incl. business simulation)
Operational excellence
Scaling up and out
Getting from 75-250+ employees
EXECUTIVE SUMMIT
Networking; Peer Coaching; Topical e.g. Globalization, Surviving Recession, Doing Business in a SaaS World etc.
(3-day facilitated workshop)
Partner Readiness Offer – FY 10
• Readiness Special Offer - A$5000 for 100 points
• Monthly debit order option available
• 7 points per person per day for partners who purchase the
$5k offer OR $399 pay as go to attend Partner Academy
courses
• 20% Readiness Package Subsidy* – limited numbers!
* Terms & Conditions apply. Email [email protected] for details.
www.pdcaustralia.com
www.pdcaustralia.com
Next Steps & Take Aways
• Microsoft & the PDC – building a comprehensive
range of learning academy to help accelerate all
parts of your business
• Review and lock in your Readiness Plan with
your PAM
• Take advantage of the readiness offer
Appendix
Readiness Details
Note:
- H1: Oct – Dec 2009; H2: Jan – June 2010
Dynamics Partner Academy Schedule FY10
Technology Academy
Solution
Academy
Dynamics CRM 4.0
Certification Courses –
Advanced Training
Sales Academy
Bring Sure Step
Methodology to Action
Workshop – H2
Dynamics CRM 4.0
Certification Courses –
CEO Training
Opportunity
Identification Skills for
Technical Resources –
H1, H2
Microsoft Dynamics AX
2009 Development
Introduction Certification
Training – H1
Dynamics CRM 4.0
Certification Courses DDLS
Selling Business Value –
H2
Microsoft Dynamics NAV
2009 Development
Introduction Certification
Training– H2
Microsoft Dynamics AX
Identify Series – H2
2009 Installation &
Configuration
Certification Training–
H2
Microsoft Dynamics AX
Close Series – H2
2009 Financials
Certification Training –
H2
Microsoft Dynamics NAV Accelerate Series – H2
2009 Financials
Certification Training –
H2
Microsoft Dynamics™ GP
10.0 Financials
Certification Training
Rapidstart for Microsoft
Dynamics CRM 4.0 – H2
Note - H1: Oct – Dec 2009; H2: Jan – Jun 2010
Effectively Selling
Solutions for Dynamics
Partners – H1
Leadership
Academy
Strategic & Tactical
Planning – H2
Marketing Academy
Pre-sales Academy
Principles of Marketing
Workshop – H2
Discovery2Win – H1,
H2
Financial Management I – Sell more with Microsoft:
H2
determining key growth
areas and going after
them workshop – H2
Demo2Win – H1, H2
Contact & Registration Details
Partner Readiness Special Offer FY 10
https://www.microsoft.com.au/eve
nts/register/home.aspx?levent=938
683&linvitation
Readiness Schedule - Aug ’09 – Dec ’09
https://www.microsoft.com.au/eve
nts/register/home.aspx?levent=264
880&linvitation
Australia Partner LIVE
https://www.microsoft.com.au/eve
nts/register/home.aspx?levent=264
880&linvitation
Blog / Twitter
http://blogs.technet.com/auspartnertrai
ning/
http://twitter.com/msaureadiness
Contact us
[email protected]