Video - Virteva

How to Sell & make Money with MS Online Services Kathryn Saducas (Microsoft) Dave Carden (Telstra)

How to earn revenue with MOS? Build annuity revenue streams Reach new customers – 70% new customers Leverage your existing resources Increase your gross margin Grow managed services attach rate Reduce sales cycles – speed up delivery Increase capacity – close deals faster Drive customer costs down – capex to opex

Partner Revenue Models Migration & Integration One-Time $ Business Consulting & Customisation Repeat $ Partner of Record Fees Annuity $ Managed Services Recurrent $ Partner Customer Fees: 18% Year 1 6% Residual Fees: 18% Year 1 6% Residual Receive Fees on Enterprise Agreements Also Customers that buy subscription software are more inclined to buy subscription partner services Telstra

Partner Revenue - USD Analysis of 40 deals Average deal size: 141 seats Average deal revenue: $24,000 Migration & Integration $46/seat$46/seat Business Consulting & Customisation $66/seat$66/seat Partner of Record Fees $20/seat$20/seat Managed Services $35/seat$35/seat PORFees12% Migrate & Integrate27% Consulting40% ManagedServices21%

Different Models TRANSACTIONAL Repeatable Solution Quick Deployments Packaged Services Broad Reach marketing Promotions to deploy trials TARGETED Lotus Note Migration Exchange Upgrades New opportunities eg. deskless worker Unique value proposition eg. contractors, mines etc. ADD VALUE Differentiate with solutions Leverage Sharepoint Mobility Solutions CRM Integration Business Process & Workflow

Pointbridge - Partner of Year 2009 Migration & Integration $166,000$166,000 Business Consulting & Customisation $382,000$382,000 Partner of Record Fees $94,000$94,000

Migration & Integration $89,000$89,000 Business Consulting & Customisation $147,000$147,000 Partner of Record Fees $12,250$12,250 Managed Services $42,000$42,000

Dedicate Sales Resource

Telstra Business Broadband $243* Other T-Suite Applications Variable Telstra Mobile Broadband $163* per user Next IP™ - TID Premium Ethernet $2,000 + Augment Traditional Revenues Deeper, Differentiated Solution Set Increase Barriers to Competitors Telstra adds a new layer of Revenue Opportunity *Remuneration may vary based on plans chosen

Customers Best of Breed Applications Secure My Data Manage My Communications Manage My Business Processes Manage My Customers

Sales Models: Customer BuyBuy SellSell PartnerTelstra or Microsoft Customer ReferRefer BuyBuy SellSell Partner Customer BuyBuy

Enter dealer code Customer enters Telstra dealer code here

Summary of Key Payment Rules Register with Microsoft and Telstra – sign agreements Dealer code must be entered in T-Suite within 30 days to earn fees –If code not entered by customer on purchase contact Telstra within 30 days 12% paid to the partner responsible for sale 6% paid to the current POR Partners get paid Monthly in arrears Commissions are accrued but not paid in first 30 days If customer cancels, partner no longer earns fees If new partner sells new seats they become POR No commission for BPOS trials

View Online training Sign Microsoft MOSPA Agreement Pass MOS Exam online Sign Telstra Agreement online (Microsoft Schedule) Eligible to Start Earning Fees

New Capabilities

Accelerate Initiative Nomination Criteria Benefits

Partner Technical Skills Foundation Skills Exchange Active Directory Desktop Deployment Troubleshooting Growth Potential Sharepoint Site Design Live Meeting Management Future Systems Management Infrastructure Co-existence Unified Messaging

Sign-up to be an Advisor – Telstra + Microsoft Learn about T-Suite Talk to you PAM about Accelerate Initiative Book meetings with Telstra – attend roundtables

Questions? WIN - An HTC SNAP at this session! Be the first one to answer the question (from your presenter)! Winner will be given a “certified” Mobile flyer 3. Winner to redeem their HTC Snap prize at the ICT booth.