P-Seller Reference: Benefits and Training

P-Seller Engagement with a Customer Introduction by the P-Seller It is important the P-Seller is 100% accurate and not misleading when introducing himself/herself to customers. P-Sellers should avoid any language which could be misleading as to their relationship with Microsoft.  Microsoft Sellers should avoid any language which could be misleading as to their relationship with P-Sellers. We should be clear that the P-Seller is an employee of partner x (as below).  P-Seller Introduction to Customers Dear …. I am [insert P-Seller name]  and I work for [partner x].  As part of the Microsoft P-Seller program, I am a Microsoft Business guest.  I wanted to introduce myself as a resource that can help you with your recent enquiry… P-Seller Email Signature from Microsoft b-Account <P-Seller Name> Partner Business Consultant to Microsoft [insert Partner Entity Name] Phone Number  b-msaddress@microsoft.com Microsoft Campus | [Microsoft Location] | [Microsoft City] | [Postal Code]

Required Training by Workload Required Training – O365: P-SSP and P-CSM*: Drumbeat Fundamentals P-SSP and P-CSM*: Drumbeat Grow P-SSP and P-CSM*: Drumbeat Optimize in FY16 P-TSP: Technical Readiness (in person summits – attend one in each half) and online thru MPN Required Training – Azure P-TSPs: Azure Technical Certification We require all P-TSPs with a primary capability of Azure to earn their Azure Technical Certification by end of calendar year 2015.  Links to the Azure certification site and exam details are below: Exams: Architecting Microsoft Azure Solutions (70-534) Developing Microsoft Azure Solutions (70-532) Implementing Microsoft Azure Solutions (70-533)   Resources: SMSG Azure certification site Azure Technical Certifications pages on Infopedia – Guidance, exam prep resources, and details of free vouchers and registration FAQ for Azure technical certifications Required Training – Dynamics – AX: P-SSP: Sales Assessment for ERP (AX) – PLC 873830 P-TSP: Presales Technical Specialist Assessment for ERP (AX) – PLC 873880 Required Training – Dynamics – CRM: P-SSP: Sales Specialist Assessment for Microsoft Dynamics CRM 2013 - PLC 873218  P-TSP: Presales Technical Specialist Assessment for Microsoft Dynamics CRM 2013 - PLC 873341 *Role currently under development

Pitch Perfect Training for P-Sellers P-Sellers now have access to our internal Pitch Perfect training!  We have built an external portal for our P-Sellers to access this training.  The main page for the trainings is located here.  The P-Sellers will need to enter their Microsoft b- alias on the registration form so we can track their ‘attendance’ and count their participation.   The individual courses are as follows:   Online Course: Pitch Perfect - Cloud First with Azure Online Course: Pitch Perfect - Having the SSP Azure Conversation with Customers Online Course: Pitch Perfect - Win the Sales Productivity Business with CRM Online Online Course: Pitch Perfect - Devices and Mobility in a Mobile-First, Cloud-First Sale Online Course: Pitch Perfect - Evolving Business Productivity with Office 365

Pitch Perfect Training Details Required Training - Pitch Perfect: Pitch Perfect - Cloud First with Azure (ATU/PTU/Services) MS Corpnet: Cloud First with Azure Session Abstract or each Session: In this Pitch Perfect course, you will explore the Azure Go Big strategy, learn how to talk to customers about their cloud needs, and define the scenarios most beneficial to them. You will learn how to handle customer push back, position the value proposition for Azure, and align your pitch to the customers’ business needs and challenges. Finally, we are on the verge of a huge turning point in the infrastructure conversation—with Windows Server 2003 and Exchange Server 2003 at their end-of-support. We have a unique chance to help customers move off these older platforms and onto the cloud, as appropriate. Level: 100 Microsoft Product:  Azure Pitch Perfect - Having the SSP Azure Conversation with Customers (SSP) MS Corpnet: Having the SSP Azure Conversation with Customers Session Abstract or each Session: Moving to the cloud is an essential step for all companies these days. This is a great opportunity for Microsoft with our Azure suite of services. However, having the discussion with your customer can be tough. How do you determine which customer issues can be solved by moving to the cloud? Do you know which of your customer’s workloads will function in the cloud? If you are facing these questions, this Pitch Perfect training is for you. During this class, we will cover the Elevator Pitch on Azure; learn to guide customers to Azure who are already experimenting with the cloud; and help customers who have not started thinking about the cloud to embrace the opportunities Azure offers. This session will also cover common customer questions and compete solutions . Microsoft Solution:  Azure Pitch Perfect - Win the Sales Productivity Business with CRM Online (ATU/PTU) MS Corpnet: Win the Sales Productivity Business with CRM Online Session Abstract or each Session: The sales process and capability is changing in the Cloud and mobile world we live in today. Shoppers know more about products and services they are purchasing than ever before. Buying decisions are often made before customers even contact the sellers. Your customers must adapt to the new customer. During this Pitch Perfect, we will investigate how CRM Online can help your customers boost Sales Productivity, and how to help your customers use familiar tools like SharePoint and Office, connected directly to CRM, to support the sales process. We will also evaluate customer data real time and explore specific opportunities. Level: 100 Microsoft Solution:  Sales Productivity with CRM Online Pitch Perfect - Devices and Mobility in a Mobile-First, Cloud-First Sale (ATU/PTU) MS Corpnet: Devices and Mobility in a Mobile First, Cloud First Sales Session Abstract or each Session: Commercial business has gone mobile, and they need device management, apps, and information protection. Users want sexy and cool devices they can use for work and play. This causes challenges for our business customers. How can they manage several different class of devices? Do they really have to write five different versions of the same app? Should they carry three devices to their job? How are they going to protect their data and their customers' data when it is outside the corporate firewall? You should be asking each of your customers this. Find out how in this course. During this Pitch Perfect course, you position first- and third-party devices, while showing how the Microsoft Universal App infrastructure differentiates us from all our competitors. We will explore de-positioning devices from Google and Apple, and where they have already been adopted, show that Microsoft offers the best productivity solutions (Office, Azure, and Dynamics) and the best mobile management suite (Enterprise Mobility Suite – Intune, Azure AD Premium, and Azure RMS) for any device. Compare and contrast the sales scenarios to land the right message for your customer. Microsoft Solution:  Devices and Mobility Pitch Perfect - Evolving Business Productivity with Office 365 (ATU/PTU) MS Corpnet: Evolving Business Productivity with Office 365 Session Abstract or each Session: In today’s connected world, the concept of productivity has changed from a process spanning a few individuals in one company, to a myriad of interactions with many individuals, both inside and outside a company. We now know that old methods of realizing individual productivity gains, resulting in greater efficiency and growth, are no longer enough. A modern, productive organization must use the power of cloud computing to unleash the potential of each employee, enable them to work with other organizations, and find relevant information and people—all in ways that drive faster time-to-decision and faster time-to-output. This Pitch Perfect course explores how to move your sales pitch on Office 365 away from a production and individual performance discussion to a challenging conversation on what productivity is and how your customer can thrive in this new world. Level: 100 Microsoft Solution:  Business Productivity with Office 365

Recommended Training Recommended Training – Azure: Azure University Azure University Registration - internal link Azure University - external link PPE Bootcamps Recommended Training – EMS: It is strongly recommended that an Azure P-TSP should attend an EMS PPE training session. If there is no EMS PPE training in the P-Seller's country, he/she should go through the sales and technical trainings through the EMS Learning Path in MPN. The Learning Path training is located here: http://www.microsoftpartnerserverandcloud.com/SitePages/Empower.aspx#Trainingz

Access to buildings Process for P-Sellers Requiring Building Access Send a request via email to your local P-Seller Program Owner and cc: your PTS/MS Sponsor. Visit Secure Area Access Manager site and complete the form.  You will need to provide the following required information: Your Name Your Alias Your Manager's E-mail Building Area Lab Manager Your Access Card Number (this is the last 7 digits on back, right side of Access Card) if known Enter the starting and ending date for this area request: Start Date     End  Date Please indicate why you need access to this area. Please be as detailed as possible. Failure to do so can cause delays in the processing of this request. 3. GSAM will complete the activation process so they can use their badge to access buildings. Process for P-Sellers Requiring Building Access Send a request via email to your local P-Seller Program Owner requesting access for your P-Seller. Have your P-Seller visit the Secure Area Access Manager site and complete the form. GSAM will complete the activation process so your P-Seller can use their badge to access buildings. Process for Microsoft Field wanting to get their P-Sellers Access to Microsoft Buildings

P-Seller Program Badges Microsoft Partner Seller Program Microsoft Partner Seller Program Partner TSP Microsoft Partner Seller Program Partner SSP* Microsoft Partner Seller Program Partner LSS* Microsoft Partner Seller Program Partner Marketer* Microsoft Partner Seller Program Partner CSM* *Role currently under development