1. P-Seller Program Overview

2. Acronym Introduction COMING IN FY16 Microsoft loves its acronyms…
5/2/2018
Acronym Introduction
Microsoft loves its acronyms…
P-SSP
Partner Sales Solutions Professional
P-TSP
Partner Technology Solutions Professional
P-MKT*
Partner Marketer
P-LSS* Partner Licensing Solutions Professional
P-CSM*
Partner Customer Success Manager
COMING IN FY16
*Role currently under development
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. Glossary 5/2/2018 AE ATS BDM ISE ITM OM PPR PSE PTC PTS SSP TSS P-LSS*
Role
Full Role Name
Org
Description AE
Account Executive
Corporate Accounts - CAM
The Account Executive is responsible for delivering a consistent, value driven engagement resulting in revenue growth and customer satisfaction through relationship excellence and sales excellence practices. The ultimate goal of the AE is that the customer views him or her as a trusted advisor. The Account Executive should lead the transformation of our customers to align Microsoft’s evolution and the changing needs of our customers.
ATS
Account Technology Strategist
The Account Technology Strategist enables the Business & IT goals of our Customers, by enabling business value with the Microsoft Platform, thus securing long-term Sustainable Growth for Microsoft in a Cloud.First, Mobile First World.
BDM
Business Development Manager (O365 Black belt, Azure BDM)
Corporate Accounts
The Business Development build ups and out the workload partner ecosystem in order to gain Market Share through driving consumption and growing revenue through building Partner Capability.
ISE
Inside Sales Executive
Corporate Accounts - CTM
The ISE is responsible for territory management, opportunity creation, pipeline targets and closed revenue targets against the accounts in his/her territory. This role drives both revenue and customer satisfaction. Using territory planning, consistent account engagement and detailed profiling of each account, the ISE delivers well-qualified opportunities with the right Microsoft partner. The ISE engages and orchestrates other Microsoft resources as necessary to meet each customer’s needs.
ITM
Inside Territory Manager
The Inside Territory Manager is dedicated to increasing revenue and improving customer satisfaction through territory management working in tandem with Microsoft partners. OM
Opportunity Manager
The Opportunity Manager (OM) in the Corporate Accounts (CA) segment, oversees the sales process for strategic/high value opportunities, working with customers and partners and driving deals to closure.
PPR
Partner Practice Recruiter
The Partner Practice Recruiter (PPR) is responsible for identifying, qualifying, recruiting, onboarding and enabling an ecosystem of go-to solution partners with ‘active’ practices in Microsoft cloud solutions (O365, Azure and/or CRM Online.)
PSE
Partner Sales Executive
The Solution PSE’s role manage relationship externally towards the partners and internally across the various team members working or interacting with these partners. He/she enables Microsoft to scale with an external sales forces and drive/influence revenue for Microsoft through his portfolio.
PTC
Partner Technical Consultant
GBS - Support
Partner Technical Consultants offer a strong technical solution knowledge to enable Partners building new skills, in supporting partners to accelerate their sales cycle and by helping partners to design, develop and deploy customer solutions based on Microsoft Technology.
PTS
Partner Technology Strategist
The Partner Technology Strategist (PTS) is responsible for driving partner technical enablement to increase partner capacity and capability, facilitating through-partner wins. The PTS builds and grows qualified P-Seller resources at the partner, thus increasing the number of Partner Generated Opportunities (PGOs.) The PTS is responsible for accelerating Cloud adoption and consumption in his/her partners by assisting the P-Sellers to build and develop active cloud practices for key cloud workloads, including O365, Azure and CRM Online.
SSP
Solutions Sales Professional
EPG
The Solution Specialist (SSP) adds value to Microsoft by delivering solution opportunity revenue and market share by providing Business Decision Maker (BDM)/IT Decision Maker (ITDM) insights, leveraging Microsoft and partner solutions to satisfy our customers mission critical objectives.
TSS
Tele-Sales Specialist
The TSS adds value to Microsoft by proving both, the business and technical value of Microsoft solutions, to customers in the CTM segment and proactively up-selling across the entire Microsoft Platform. The TSS adds value to partners by delivering qualified leads and supporting Partners with technical and business expertise on the complete solution. TSS adds value to customers by articulating how their business and technical challenges can be solved with Microsoft solutions.
P-LSS*
Partner Licensing Sales Specialist
Partner
The partner Licensing Sales Specialist (LSS) is a sales role that works as a thru-partner extension of the Microsoft Account Team as a specialist resource to translate customer software requirements into licensing solutions.
P-MKT*
Partner Marketer
The partner Marketer is responsible for driving partner go-to market strategies, partner offerings and producing the Partner Solutions Catalog.
P-SSP
Partner Solutions Sales Professional
The partner Solutions Sales Professional delivers solution opportunity revenue and market share by providing Business Decision Maker (BDM)/IT Decision Maker (ITDM) insights, leveraging Microsoft and partner solutions to satisfy our customers mission critical objectives.
P-CSM*
Partner Customer Success Manager
The partner Customer Success Manager
P-TSP
Partner Technology Solutions Professional
The partner Technology Solutions Professional (TSP) is responsible for supporting the technical aspects of achieving Microsoft’s business metrics for the workload specific solution by providing strong technical sales leadership, overcoming technical sales objections, supporting customer sales execution and engaging with key stakeholders across Microsoft.
*Role currently under development
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. P-Sellers – Why is it important to me?
Microsoft Selling Process (MSP)
P-Sellers Identify Potential
P-Sellers Sell the Value
P-Sellers Secure the Commitment
P-SSP/P-TSP Generated OPPORTUNITIES
P-Marketer Generated LEADS
Develop Strategy
P-LSS* AGREEMENTS
Prove Value
Qualify Leads
Assess
Negotiate
Terms
Create Leads CA
SMB
Customer Segments
EPG
P-CSM* DEPLOYS
P-Sellers 100% align with our Microsoft Sales and Consumption Processes – and they will be the key to help you scale your business!
Ready
Microsoft Consumption Process (MCP)
P-Sellers Drive Usage
P-Sellers Realize Customer Value
P-Sellers Increase Share of Wallet
P-Sellers
P-Sellers
Onboard
New Opportunity
Grow Existing
P-CSM* DRIVES USAGE
Identify New Services or Users
Report Progress &
Manage Usage
Upsell, Cross-sell, Renew
P-SSP GROWS & EXTENDS
*Role currently under development

5. How do the P-Seller roles align to Microsoft’s EPG business?

6. How do the P-Seller roles align to Microsoft’s CA business?

7. How do the P-Seller roles align to Microsoft’s SMB business?

8. FY15 P-Seller: Evolving the Program to Scale our Reach
Where we were…
Transforming in FY15…
Corporate Accounts specific P-Seller Program
One Microsoft, segment agnostic, P-Seller Program
No alignment with EPG and SMB
Alignment across CA, EPG and SMB
Solution Partners
Cloud & Solutions partners
P-SSP and P-TSP
P-Marketer*, P-SSP, P-TSP, P-LSS*, P-CSM*
P-Seller independent of Sales processes
P-Seller as the key to Microsoft’s Co-Selling motion
On-Premise focus
Cloud focus with hybrid Solutions
Subsidiary specific contracts, processes, policies
Globally consistent contract, processes, policies
Partner ready training/content for P-Sellers
MS Internal training/content for P-Sellers
Multiple inconsistent P-Seller contracts
One global P-Seller contract
No common repository for P-Seller data
Partner Workbench (PWB) single source for global P-Seller data
Business Guest access with one non-standard Headtrax title
Business guest access with five distinct P-Seller role specific Headtrax titles
P-Seller resources treated same as vendors
P-Seller resources exempt from 18 month policy
Reporting at the P-Seller Partner level
Reporting at both the P-Seller Partner level and the individual P-Seller level
*Role currently under development

9. P-Seller Program Overview
The P-Seller Program helps Microsoft and our qualified partners scale our joint marketing, sales and technical efforts, driving greater realization of value for our mutual customers.
The P-Seller program is a contractual relationship between Microsoft and our qualified Microsoft partners.
The P-Seller resource is paid by the partner, not Microsoft.
Microsoft does not pay the partner for participation in this program.
The partner does not pay Microsoft for participation in this program.
The partner provides Microsoft the named resources, by workload, they would like to participate in the program.* 
Microsoft will approve these named resources against a set of predefined criteria, for inclusion in the program.
Once approved, the partner resource(s) is eligible to get a purple MS badge, access to CorpNet and increased benefits such as access to internal trainings and content. (Note: benefits subject to local laws and availability)
The program is designed to foster a deep trusted relationship between the partner sales team and Microsoft’s sales team.
*Microsoft can select the partners to participate in the program but the partners must select the individuals.

10. Who is this P-Seller? FY15 FOCUS
P-Sellers are Microsoft’s “go to” partner resources across the customer lifecycle, making our joint Co-Engagement strategy real!
Your partner org’s sales team and Microsoft’s extended thru-partner sales force, they are at the heart of our Co-Selling motion.
Sales – P-SSP, P-TSP
FY15 FOCUS
Your partner org’s licensing engine, the P-LSS is empowered throughout the sales process, creating a self-sufficient LSP channel for licensing solutions and transaction.
Licensing – P-LSS*
Your partner org’s deployment and consumption team, they ensure successful deployments and ongoing usage and consumption. They are at the heart of our Co-Deployment/ Consumption motion.
Deployment / Consumption / Usage – P-CSM*
Your partner org’s marketing engine, the P-Marketer leverages programs, offerings, incentives, marketing funds and resources to drive demand generation. They are the heart of our Co-Marketing motion.
Marketing – P-Marketer*
COMING IN FY16
Marketing
P-Marketer*
Sales
P-Solution Sales Professional
P-Technology Solutions Professional
P-Licensing Support Specialist*
Consumption
P-Customer Success Manager*
P-Cloud Solution Architect
*Role currently under development

11. Co-Engagement – Scaling through P-Sellers
P-Sellers make our Co-Engagement Model Real!
Co-Selling (P-SSP, P-TSP, P-LSS*)
Leads Qualification Process
Opportunity Management Process
Licensing Management Process
Co-Marketing (P-Marketer*)
Go to Market Strategy Planning
Solutions and Offerings Catalog
Demand Generation
Co-Planning (P-SSP)
Territory Planning
Pipeline Management
Co-Execution (P-CSM*, P-Marketer*)
Deployment Plans and Execution
Visibility to Consumption and Usage Reporting
Marketing to drive feature awareness to drive consumption and usage
FY15
Co-Planning
P-Marketer*
Co-Execution
P-CSM*, P-Marketer*
5,000+ global P-Sellers across partners
Leveraging partners to scale our business together
FY16
Co-Selling
P-SSP, P-TSP, P-LSS*
P-Sellers are engaged with our joint customers across the entire customer lifecycle – enabling a true co-engagement model.
*Role currently under development