How partners can get the most out of their marketing and social selling OCP Meeting-in-a-Box April 2018

Marketing & Social Selling Today’s Meeting Introduce marketing and social selling through Microsoft and what it means for partners. Marketing & Social Selling Partner Impact Reach Customers We are kickstarting a six month series regarding high priority topics of how Microsoft can best support partner growth. Each month, we will be covering a new topic – starting with: Marketing and Social Selling General Data Protection Regulation Artificial Intelligence Independent Software Vendor Modern Workplace Business Applications and Industry This month will be the first of the presentation series, starting with introducing marketing and social selling through Microsoft and what it means for partners. We will be covering: What marketing and social selling means with Microsoft How partners benefit by working together with Microsoft How to reach more customers with Microsoft’s provided resources and guides

Smart Partner Marketing Marketing and Social Selling Partner Impact Reach Customers Smart Partner Marketing Strengthen relationships Differentiate through a unique customer experience Maximize customer loyalty  Amplify your presence Assess your current state and get marketing recommendations that suit your specific business goals Benchmark your digital marketing with Maya Looking to get ahead – and stay ahead – by attracting and retaining the right customers? Wherever you are in your marketing development journey, Microsoft has the resources to help partners maximize your impact. There are three starting points listed below and depending on what your immediate marketing goals are, get started and: Build a foundation Tell your Story Understand your customers Use the right tools to get you there Amplify your presence Assess your current state and get marketing recommendations that suit your specific business goals Benchmark your digital marketing with Maya Strengthen relationships Differentiate through a unique customer experience Maximize customer loyalty Additionally, we offer resources to guide you to reach your business goals with materials such as: Informational videos Presentation decks Customizable marketing campaigns For more information: Smart Partner Marketing https://partner.microsoft.com/en-US/smart-partner-marketing Resources https://partner.microsoft.com/en-us/smart-partner-marketing/resources https://partner.microsoft.com/en-us/smart-partner-marketing/build-a-foundation?wt.mc_id=WPGM_PRM_CP_NN_TR_EXP_OO_NL_Get_Started#anchor1 https://partner.microsoft.com/en-us/smart-partner-marketing/amplify-your-presence https://partner.microsoft.com/en-us/smart-partner-marketing/assessment https://blogs.technet.microsoft.com/mpn_uk/2017/11/23/how-to-improve-your-digital-marketing/?wt.mc_id=WPGM_PRM_UK_NN_TR_EXP_OO_NL_Latest_Blog http://trymaya.com/?wt.mc_id=WPGM_PRM_UK_NN_TR_EXP_OO_NL_Try_Maya https://partner.microsoft.com/en-us/smart-partner-marketing/strengthen-customer-relationships Build a foundation Tell your story Understand your customers Use the right tools to get you there Resources Infromational Videos Presentation decks Customizable marketing campaigns

Marketing and Social Selling Partner Impact Reach Customers Social Selling Series of actions to develop relationships as part of the sales process Build sales team’s online persona Create a strategy around Social Selling Index (SSI) Arm them with great content Target the right audience Understand and keep track of key company changes Engage with and gain key insights from customers and prospects Social Selling a series of actions to develop relationships as part of the sales process. In Miri Rodriguez’s article, “3 Steps to Get Your Sales Team Onboard with Social Selling”, she discusses top tips on how to operationalize social selling as referenced from LinkedIn’s ebook, “Getting Started with Social Selling”. In the article, Miri notes how LinkedIn emphasizes how important it is to transform business’ sales team’s online branding, “87% of customers had a favorable impression of a salesperson who was introduced to them through their network. Additionally, 81% of buyers are more likely to engage with a strong, professional (personal) brand.” In order to help your sales teams get on board with social selling, we’ve created a three step process: Build Sales Team’s Online Persona - the company and sales team must work together to build out a robust and professional online presence in order to have consistent branding. Create a Strategy Around Social Selling Index (SSI) – In 2014 LinkedIn debuted their four step Sales Navigator social selling tool Establish a presence on social networks Find the right people Engage with those people Build trust The SSI is their set of metrics to measure a brand’s progress. Though it shouldn’t be the only factor in determining effective social selling, it does still offer insight into a company’s sales online presence. Arm Them with Great Content – According to “B2B Buyer’s Demand Personalization, Seamless Deployment, Peer Review”, a 2016 B2B Buyer’s Survey Report, “buyers are scrutinizing potential vendors more closely than ever” Even more important is that today, “65% of buyers agree that a vendor's content has significant impact on buying decisions.” (“3 Steps to Get Your Sales Team Onboard with Social Selling”) With each step, your company is leveraging your online professional brand in order to: Target the right audience Understand and keep track of key company changes Engage and gain key insights from customers and prospects For more information: Social Selling https://blogs.partner.microsoft.com/mpn/3-steps-to-get-your-sales-team-onboard-with-social-selling/ https://business.linkedin.com/sales-solutions/cx/16/01/social-selling-demo-sem?src=go-pa&trk=sem_lss_gaw&veh=US_Search_Social%20Selling_106724195164__%2Blinkedin%20%2Bsocial%20%2Bselling_b_c__slid__&gclid=CLPckOCDmNQCFVFffgodshwDtQ https://business.linkedin.com/sales-solutions/sales-navigator Create a Strategy Around Social Selling Index https://business.linkedin.com/sales-solutions/social-selling/the-social-selling-index-ssi?src=go-pa&trk=sem_lss_gaw&veh=US_Search_Social%20Selling_90519908644__%2Bsocial%20%2Bselling%20%2Bindex_b_c__slid__&gclid=CMS5k_mEmNQCFUuNfgodg4cC9Q Arm Them with Great Content https://www.demandgenreport.com/resources/research/2016-b2b-buyer-s-survey-report "81% of buyers are more likely to engage with a strong, professional (personal) brand” – “Getting Started With Social Selling”, LinkedIn

Marketing and Social Selling Partner Impact Reach Customers Partner Impact Microsoft partners enjoy margins nearly 20% higher than those using other technologies. Read partner success stories to learn more. Working with Microsoft offers a tremendous opportunity for partners: Broaden company reach and expand your business customer base Accelerate growth and generate new business Increase revenue Additionally, Microsoft’s offering of customizable sales and marketing materials will help your company to: Go-to-market faster Reach the right customers Grow your profits With regard to adapting a technical journey, partners will see and be able to: Increase sales Accelerate app development Deploy more effectively If you decide to go beyond Microsoft to sell and support third-party apps, the benefits include: Scale your business with it’s level of growth Increase profits Create differentiation Offer your customers a broader portfolio of solutions Microsoft partners enjoy margins nearly 20% higher than those using other technologies. To learn more about similar partner success stories, head over to https://partner.microsoft.com/en-us/news. For more information: Partner Impact https://partner.microsoft.com/en-us/marketing/campaigns#/ https://partner.microsoft.com/en-us/reach-customers/technical-journeys Partner Success Stories https://partner.microsoft.com/en-us/news Broaden reach and expand business customer base Accelerate growth and generate new business Increase revenue

Reach Customers At this point, we’re pivoting over to showcase how partners can get started.

Promote Your Business 01  02  03  Opportunity Partner Impact Real-Life Examples Microsoft helps partners develop targeted, consistent, and positive marketing strategy to fuel business growth. Grow Your Cloud Practice 01 Take advantage of MS resources: StepUp webinars Market SureStep digital marketing resources Revenue Growth Academy classes and guides Cloud Growth & Profitability offerings  Customize Your Marketing Strategy with Ready-to-Go Campaigns 02 Microsoft helps partners develop targeted, consistent, and positive marketing strategy to fuel business growth. Take advantage of Microsoft’s resources in order to grow your cloud practice: Adopt a new cloud solution with StepUp webinars Modernize your marketing with Market SureStep digital marketing resources Increase revenue growth with Revenue Growth Academy classes and guides Increase profitability with Cloud Growth & Profitability offerings Successfully drive your sales and marketing efforts by starting with any of our six campaigns: Cloud Platform Cross-Product Microsoft Dynamics Office Solutions Server Solutions Windows & Devices Each campaign is equipped with focused messaging, ready-made presentation decks, and email templates to help get you started. Create a partner profile and get started with referrals to better connect with customers. Transform your message and attract potential customers with some of our features such as: Enhanced profiles LinkedIn integration For more information: Promote Your Business https://partner.microsoft.com/en-us/reach-customers/promote-your-business Grow Your Cloud Practice https://partner.microsoft.com/en-us/marketing/growsmbcloud Customize Your Campaign Marketing Materials https://partner.microsoft.com/en-us/marketing/campaigns#/ Connect with Customers https://partner.microsoft.com/en-us/reach-customers/connect-with-customers  Pick from any of our six campaigns: Cloud Platform Cross-Product Microsoft Dynamics Office Solutions Server Solutions Windows & Devices Connect with Customers 03 Get noticed by keeping an up-to-date partner profile: Enhanced profiles LinkedIn integration 

Partner Marketing Center Tools and Services Opportunity Partner Impact Real-Life Examples Utilize Microsoft marketing tools to build your brand and reach your customers We provide the resources to help your business grow. Utilize Microsoft marketing tools to build your brand and reach your customers: Partner Marketing Center Go to market faster Reach the right customers Grow your profits Build your Azure practice Marketing training Offers and incentives Technical training Practice playbook Other tools Sales Navigator Logo builder Web content on Digital Commerce and Campaign Network Referrals Program Other services Social Email SEO For more information: Tools and Services https://partner.microsoft.com/en-us/reach-customers/tools-and-services https://partner.microsoft.com/en-us/marketing/campaigns# https://business.linkedin.com/sales-solutions/sales-navigator https://partner.microsoft.com/en-us/marketing/branding http://microsoft.cnetcontent.com/get-ready-to-go.html https://partnercenter.microsoft.com/en-us/pcv/search Azure https://partner.microsoft.com/en-us/marketing/azurepractice Partner Marketing Center Go to market faster Reach the right customers Grow your profits Other tools Sales Navigator Logo builder Web content developer Referrals Program Azure Marketing training Offers and incentives Technical training Practice playbooks Other services Social Email SEO

Remote technical webinars Technical consultations Technical Journeys Opportunity Partner Impact Real-Life Examples Microsoft offers personalized guidance to help your team grow your business capabilities: Microsoft offers personalized guidance to help your team grow your business capabilities: Participate in remote technical webinars Schedule one-on-one guidance from Microsoft partner technical consultants Gain development tips for our application via live chat There is a plethora of topics for Partners to choose from, including: Application innovation Cloud infrastructure and management Cloud voice Collaboration Business applications Data and AI Modern desktop Security and compliance Key resources: Explore your benefits Learn about products and sales solutions to support your business Find answers to partners’ most frequently-asked questions For more information: Technical Journeys https://partner.microsoft.com/en-us/reach-customers/technical-journeys Key resources https://partner.microsoft.com/en-us/membership/core-benefits https://support.microsoft.com/help/3094111 https://support.microsoft.com/help/3182623 Remote technical webinars Participate in remote technical webinars with interactive training and real-time Q&A capabilities. Technical consultations Schedule one-on-one personalized consultations with Microsoft technical consultants Dev chat Get live feedback from technical consultants with development tips for application.

Sell and support third party apps Scale Your Business Expand your business by partnering with Microsoft and your company will be on its way to greater scale and profitability! Resell your app Sell and support third party apps Assess your operations and sales readiness Check app considerations Microsoft will help you expand your business in new ways by doing more together! Are you ready to resell your app? By following these four key steps and using our assets, your business will be on its way to greater scale and profitability: Checking app considerations Developing resale strategy Activating new sales channel Getting partners to sell on your behalf Are you ready to expand your offerings? Follow along: Assess your operations and sales readiness Select the right ISV partner Go-to-market with your new business solutions Measure your performance For more information: Scale your business https://partner.microsoft.com/en-us/reach-customers/scale-your-business Develop resale strategy Select the right ISV partner Go-to-market with your new business solution Activate new sales channel Get partners to sell on your behalf Measure your performance

Resources Available on MPN Opportunity Partner Impact Real-Life Examples Get started with Smart Partner Marketing Access marketing assets Modernize sales and marketing Join the ever-growing Microsoft Partner Network as it connects you with a global community of business development experts, including: App creators Service providers Resellers – all working together to add value. The resources on MPN are to help partners: Get started with Smart Partner Marketing Access customizable marketing assets Modernize sales and marketing On Microsoft Partner Network, you can find content related to: Crafting the perfect website content Writing clear and concise email subject line Structure emails for increased opens and clicks For more information: https://partner.Microsoft.com/en-us https://partner.microsoft.com/en-us/smart-partner-marketing/resources#/ Explore new resources today by joining Microsoft Partner Network!

Microsoft Partner Network Join the Conversation Social Platforms Community and MPN Microsoft Partner Community Microsoft Partner Network To learn more, join the conversation and: Collaborate with members on Microsoft Partner Community Sign up on Microsoft Partner Network and take advantage of all the marketing tools And remember to stay connected: Stay up-to-date on Facebook Follow on Twitter Subscribe on YouTube Connect on LinkedIn Converse on Yammer For more information: Community and Inspire https://www.microsoftpartnercommunity.com/ https://partner.Microsoft.com/en-us Inspire social platforms https://twitter.com/search?q=%23IAMCPInspire&src=typd https://twitter.com/search?q=%23MSInspire&src=typd Social platforms https://www.facebook.com/msuspartner https://twitter.com/msuspartner https://www.youtube.com/msuspartner https://www.linkedin.com/company/3634496?trk=tyah&trkInfo=clickedVertical:showcase,clickedEntityId:3634496,idx:4-1-8,tarId:1473815168719,tas:microsoft%20partner%20net https://yammer.com/msuspartner

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