FY21 Go-To-Market Readiness series_06.26..pptx
- 1. CEE Partner Readiness series June edition Go-To-Market update
- 2. Today we will talk about aka.ms/AA8t54z aka.ms/AA8t56p
- 3. Partner selection Partner execution Partner alignment Industry • Financial Services • Manufacturing • Retail • Media & Communications • Government • Healthcare • Education Solution Area • Modern Work • Business Applications • Azure Focus with partners on Co-Sell solutions Solution Area priorities & Sales Plays Services Applications IPS Vertical Industry GTM motion Opportunity generation via Play execution: shared engagements/opptys through Co-Sell partners Build-With motion Modernization with partners Recruit #1 Prioritize recruitment of practice/solution gaps with partners #2 Strategically recruit new partners Sell-With motion Sales execution: shared engagements/opptys with Co-Sell partners Recruit Identification of gaps across technical capabilities, customer segment or industry Incentives & Investments Aligning partner capabilities to plays Customer value delivered via pre-defined Solution Area Sales Plays and Industry Priority Scenarios Quality objective criteria validation Alignment across Microsoft sales team Orchestrated execution
- 4. PRIORITIES Modern Work & Security Microsoft 365 Surface Security 4) 5) 6) Teams Platform 8) Apps & Infra Data & AI Azure 9) 11) SAP on Azure 12) Windows Virtual Desktop (WVD) 13) Hybrid Cloud Solutions 14) Analytics & AI 16) Cloud Native apps with AI, Kubernetes, Azure Cosmos DB / PostgreSQL 17) Developer engagement Business Applications Dynamics 365 Power Platform 28) Manage Financial Risk and Reduce Fraud 29) Build Agile Business Processes 30) Generate Value with Proactive Insights What are the solutions we would like to work with you on?
- 6. FY21 Objectives, Priorities and Sales Plays Business Objectives Priorities Sales Plays Grow Usage Grow usage of Teams, Identity, and establish customer health across Microsoft 365 Increase Premium Mix Upsell to Microsoft 365 suites and E5 by helping customers consolidate vendors and save cost Drive Seats and Devices Increase users, Firstline workers and Surface Secure Remote Work Teams Meetings & Calling Surface and Partner Devices Security Reduce Cost and Manage Risk Security Teams Meetings & Calling Compliance Transform Organization Productivity Teams Platform Firstline Worker Knowledge and Insights Surface and Partner Devices
- 7. FY21 Modern Work GTM strategy 1:many GTM activities 1:1 GTM activities Customers to target Midmarket customers (20+ seats) Big customers (100+, 300+, 1000+ seats) Partner requirement CSP Direct or Indirect Provider Cosell Ready MW or Fasttrack MW partners Delivery format All type of Marketing activities Only 1:1 using the official content Content to use Teamwork/Security/Adoption Teamwork/Security/Adoption assessments Goal Generate 0-20% leads and opportunities Generate 20% BANT qualified opportunities Start date July 2020 July 2020
- 8. Partner readiness Train the trainer materials and the assessment itself • M365 For Partner Technical Readiness • M365 For Partners Sales Readiness
- 9. Next steps (on top of doing the readiness) If you are a CSP Direct or Indirect provider Contact you Partner Development Manager and start a conversation about a possible midmarket campaign CSP reseller Contact your Indirect Provider (Distributor) and join to the lead generation campaign as reseller Cosell Ready/Fasttrack ready Partner with big Corporate and Enterprise customer base Contact your Partner Development Manager or/and visit the Cloud Accelerator portal and nominate(from July) customers Registered MPN Partner with no MW competency or Cosell ready status Use the readiness materials and build competency, get the cosell ready status and join to the campaign
- 11. Microsoft Fiscal Year 2021 priorities – Business Applications Sales Play Underlying products Enable Always on Service Dynamics 365 for Customer Service Portals Omnichannel for Customer Service Power Virtual Agent Build a Resilient Supply chain Dynamics 365 for Finance Dynamics 365 SCM Dynamics 365 Business Central Generate Value with Proactive Insights Dynamics 365 Customer Insights Activate Digital Selling Dynamics 365 for Sales LinkedIn Sales Navigator Manage Financial Risk and Fraud Dynamics 365 Commerce Dynamics 365 Fraud Protection Build Agile Business Processes Power Automate Power Apps Power BI Partner investment and execution strategy 1. Leverage Dynamics 365 Migration Program (DMP) to execute assessment, POC and migrations 2. Improve partner capability through upskilling in all Dynamics and Power Platform workloads 3. Expand existing practices with Customer Insights & Power Apps 4. Enrich partner portfolio with new ISV Connect partners
- 12. Learning options for you 1, Microsoft Baseline Events – local (digital) aimed at giving introductory information about the Business Apps portfolio. Expect broad communication from Microsoft Marketing team. 2, Exam Preparation sessions – (local) limited space organized by local enablement leads. Stay tuned on the regular forums where your local team promotes partner skilling events! 3, Catalyst, Sales and Customer Success Trainings – (CEE Area) If you require further information you can reach out to Peter Kuna about the motion. 4, VILT (Virtual Instructor Led Courses) – Corp driven Online training offerings to be fount on partner.Microsoft.com. Link 5, Technical 1-1 engagements (solution development/ practice building) - Unmanaged partners – Engage PTC community through “Technical Presales and Deployment services” (Link) - Managed Partners – request Architect support through your Partner Development Manager. Terms and conditions apply, you need to discuss with your local Microsoft representative to determine eligibility, and the right program for you.
- 13. Through Partner Activities and “in-a-day” offers Through partner investment activities aim at selecting a set of customers together with Microsoft segment team and delivering interesting content to them at different stages of the sales journey that open new discussions or show value with Dynamics 365 cloud or Power Platform. In scope of the available programs are • opportunity generating workshops (Catalyst Envisioning), • in a day event deliveries, • Proof Of Concept (POC) offers, • Deployment/consumption offers. Minimum requirement for enrollment is: • “co-sell ready” offer available on AppSource (Work with your PDM or CED to get this status) • Alignment with the local team on select customers and what to deliver (both brought by you and Microsoft) • A nomination (and acceptance) to the program – available through the local team The program applies for all Microsoft sales plays but there may be differences in the required documentation and how to apply. Terms and conditions apply, you need to discuss with your local Microsoft representative to determine eligibility, and the right program for you.
- 14. Power Platform Partner Program Get access to an exclusive partner portal, community, and resources to kick-start becoming a Power Apps partner. Gain exposure by listing your organization on PowerApps.com as a preferred partner. Get early access to free webinars and training workshops Showcase app building skills by letting customers test drive your apps. Run Microsoft co-branded marketing events to receive high quality leads for your services pipeline. Receive invitations for private previews from Engineering. Get targeted leads and pre-sales support for strategic campaigns. Publish your Power Apps consulting services offers in AppSource https://aka.ms/PowerAppsPartner Terms and conditions apply, you need to discuss with your local Microsoft representative to determine eligibility, and the right program for you.
- 15. Dynamics Migration Program Customers can request a free assessment from Microsoft through certified assessment partners to start them on their cloud journey. Microsoft team will reach out proactively to end of support customers to enroll them in the program. Customers with End of Support products have a great opportunity to join the Cloud world (Migration license offers and deployment funding is available in case we manage to identify a good path to cloud. The program is a collaboration between Microsoft – You – and a migration assessment partner https://dynamics.microsoft.com/en-us/migration-program/ Terms and conditions apply, you need to discuss with your local Microsoft representative to determine eligibility, and the right program for you.
- 18. Migrate MIGRATE Priority OVERVIEW RELEVANT RESOURCES Play Activities by Sales Stage WHAT IS IT? The MIGRATE priority is focused on helping customers to migrate their existing applications to Azure and opptimize to save cost and enable business continuity • Key Sales Plays: • Windows & SQL Server Migration • Linux&OSS DB: • SAP On Azure Migration • Windows Virtual Desktop • Hybrid cloud Solution Windows & SQL Server Investment Programs THE JOURNEY Envision Validate Commit Onboard Driving top of funnel Output: Known leads We are considering to move to the cloud. Output: New Engagements Investigating Architecture Output: Won Engagements Deploy and train staff to operate new environment Output: ACR Has our operation improved and what are the next steps? • Azure Access • Industry partner AI solutions • TCO Calculator for Apps • Solution Assesments • ISV tools (i.e. Cloudlab) • Business Viability Assesment • AzAcces • Azure Credit Offer • ECIF • CAF Workshop • Azure Fast Track • AMP • ACIF • Hoster DCM Program • Migrate ISV Program Infrastructure/ Server Migration in a Day Awareness Linux & OSS DB WVD - Windovs Virtual Desktop Data Modernization In a Day SAP on Azure In a Day CEE ACO/ECIF Funds What are my cloud options Output: Defined Milestones Cloud Factory Azure Training Days (Always on): Fundamentals* Migrating Server Infrastructure AMP for WS/SQL Server migration Fast Track Red Text = Area Executed Blue Text = Locally Executed Purple Text = Corp Program Black Text = CEE Program ACO / Azure Credit Offer CEE ECIF Funds Webinar Serries Virtual SAP tours, digital promo WVD In A Day Enable Remote Work Digital Marketing (GEP), SAP on Azure AMP for Linux migration AMP for MySQL Database migration Assessment Roundtables Cloud Economic assessment
- 19. Innovate INNOVATE Priority OVERVIEW RELEVANT RESOURCES Play Activities by Sales Stage WHAT IS IT? The INNOVATE priority is focused on helping customers as the build new apps or modernize existing apps as well as for customers looking for a net -new modern cloud Data Warehouse or AI solutions. • Key Sales Plays • Artificial Intelligence:/AI (exc. Databricks): AI: Azure Machine Learning, AI: Bots, AI: Cognitive Services, AI: Intelligent Automation/RPA, AI: Knowledge Mining • Analytics (Synapse + Ecosystem): Data Azure: Analytics, Modern Data Warehouse • Databricks: Data: Azure DataBricks • Cloud Native Application Development: Apps: App Innovation (AKS and Container), Apps: App Innovation (App Service, Serverless) • .NET Modernization: Apps: App Modernization (Website/Webapp) Modernize .NET Apps with App Service and Azure SQL DB Investment Programs THE JOURNEY Envision Validate Commit Onboard Driving top of funnel Output: Known leads We are considering to move to the cloud. Output: New Engagements Investigating Architecture Output: Won Engagements Deploy and train staff to operate new environment Output: ACR Has our operation improved and what are the next steps? • CosmosDB Free Trial • Azure Access • Industry partner AI solutions • TCO Calculator for Apps • CEE Strategic ECIF (for PoC) • CEE Azure Access (for PoC) • CEE ACO (mitigate onboarding) • SAT Assessments • CEE ACO (mitigate onboarding) • CEE Strategic ECIF (for PoV) • Analytics & AI Accelerate Program (Corp ACO, ECIF etc) • Azure Hybrid Benefit • ECIF (for Partner Deployment) • Enterprise Dev/Test Pricing • SOON! CAF for Kubernetes & AI .NET In a Day Awareness Cloud native app with AI (Cognitive), Kubernetes, CosmosDB/PostgreSQL Analytics Artificial Intelligence (AI) Cloud Native In a Day Analytics In a Day HackFest CEE ACO/ECIF Funds Informatica & PBI on SAP POC/POV What are my cloud options Output: Defined Milestones Cloud Factory VT: Modern Data Warehouse VT: Modernizing Web Applications and Data AMP for .NET Apps (coming soon) Fast Track Red Text = Area Executed Blue Text = Locally Executed Purple Text = Corp Program Black Text = CEE Program Analytics and AI Accelerate Program CEE ECIF Funds Azure Training Days Modernizing Web Applications Data Intelligent Decision Making Through Modern Data Warehousing Digital Campaign GBB GBB CosmosDB WKSHP (PL/CZSK) Online Synapse Event (Sept & Feb) .NET Modernization Webinar (Nov) Cloud Native Virtual Event (Jan) AI Virtual Training Day (Q3/Q4) + GBB AML VT MCS AI In a Day
- 20. In-A-DayMotion WHAT IS IT? • A cross segment, pre-sales motion that includes a set of one-day, partner- delivered customer workshops on specific Azure priority scenarios, designed to accelerate the sales process by pulling in partner on earlier stages of the sales cycle and scaling out capabilities of our field. • 7 types of In a Day workshops with pre-built presales and lab content for partners to leverage to conduct consistent workshop execution across Azure solution priorities • Pre-packed content for partners to deliver workshops (1:few, 1:many) • Each workshop includes topical scenario-based content, followed by a whiteboard design session, and concluding with hands-on lab(s). Workshops are designed to be delivered digital/in-person. Pain points VM security, compliance, cost. incl Linux Security, compliance, scale, cost Remote work, VDI, security, Citrix/VMW Business insights, time to market, digital transformation Standard tools/frameworks, time to build models Microservices, Kubernetes, DevOps w/GitHub Sustain vs new, adopting, integrating new tech “In a Day” motion Server Migration in a Day Data Modernization in a Day WVD in a Day Analytics in a Day AI in a Day Cloud Native in a Day .NET APP Mod in a Day Persona IT Pro /TDM DBA/ TDM BDM/ CXO BDM/ CXO Data Scientist Dev/TDM Dev/TDM Current status FY21 Q1 CEE Landed FY21 Q1 CEE Landed CEE Landed CEE Landed CEE Landed Products/ Services WS, Linux, SQL SQL DB, SQL IaaS WVD Analytics, Synapse, AI, PBI Azure AI APS, AKS, OSS DB, AI, DevOps, Cosmos DB APS, AKS, SQL DB, AI Partner TTT Links Coming soon DMIAD TTT Resources Coming soon Analytics in a Day TTT Resources AI in a Day TTT Resources Cloud Native in a Day TTT Resources .NET Modernization in a Day partner TTT resources Priority MIGRATE MIGRATE MIGRATE INNOVATE INNOVATE INNOVATE INNOVATE IN-A-DAY OVERVIEW
- 21. Target audience Target Audience Roles: All Data Professionals Format • 1:few – 20 attendees per event Solution area(s) alignment Data and AI Modern Workplace (Power BI) Business Apps (Customer Insights) Subsidiary alignment Driving more ADS consumption Power BI, SQL Server and Azure usage and adoption KPIs • # of attendees • CSAT per event • # of opportunities • #leads generated • Updated Analytics in a day V2 content and labs • Partner identifying progress in existing engagements and/or generating new engagements with customers, and uploading them as qualified leads in Partner Center/Partner Sales Connect • This is a partner driven workshop intended to provide customers with an end-to-end view of the Azure Analytics Platform. The main goal is to deliver the workshop to customers in Major and Corporate segments to accelerate existing Modern Datawarehouse Engagements. As a secondary goal it can be used to develop new pipe. Event description • A one-day, hands-on workshop covering everything from data ingestion to business intelligence. • In our workshop, data professionals will better understand how to: • Streamline cloud analytics pipelines • Build a scalable modern data warehouse • Ensure flexibility with business needs • The last few hours of the workshop will be dedicated to hands-on training to help get you started on your cloud analytics journey. Labs will focus on building a modern data warehouse with Azure Synapse Analytics, Azure Databricks, and Power BI. • Analytics in a day is designed to simplify and accelerate your journey towards using a modern data warehouse to power your business. • In our workshop, you will better understand how to: • Create an analytics pipeline that goes from data ingestion to insights using Power BI • Empower self-service analytics • Enable a truly data-driven culture in your business • The last few hours of the workshop will be dedicated to hands-on training to help get you started on your cloud analytics journey. • For virtual sessions, suggestion is to do up to 4h virtual delivery depending on if the partner is demoing the lab or providing access to the participants to test the labs during the call (shorter version) In-A-DayMotion/ example:Analyticsina Day
- 22. Learningoptionsforyou 1. Microsoft Baseline Events – local (digital) aimed at giving introductory information about the Azure portfolio. • Azure Training Days (Migrate): • Azure Fundamentals • Migrating Server Infrastructure • Azure Training Days (Innovate) • Modernizing Web Applications Data • Intelligent Decision Making Through Modern Data Warehousing 2. Digital Hybrid Learning Workshops - through Learning Partners to close the MCP gap, with focus on prioritized advanced certifications 3. Exam Preparation sessions – (local) limited space organized by local enablement leads. Stay tuned on the regular forums where your local team promotes partner skilling events. 4. VILT (Virtual Instructor Led Courses) – Corp driven Online training offerings to be found on partner.Microsoft.com. (Link) 5. Technical 1-1 engagements (solution development/ practice building) • Unmanaged partners – Engage PTC community through “Technical Presales and Deployment services” (Link) • Managed Partners – request Architect support through your Partner Development Manager. 6. CSP partner Ecosystem Enablement – Technical and Sales readiness (TTT) for CEE Distis towards resellers focused on advanced scenarios (WVD, Migrate OS, Hybrid Cloud, Analytics & AI, Dev Ops). 7. Sales/Marketing - In a Day TTT content/sales plays (Slide In a Day wkps – links)
- 24. Thank you for your attention!