2. Co-Market & Co-Sell Your Solution with Microsoft for Greater Success
ISV04
#GTM
Co-Market & Co-Sell Your Solution with Microsoft for Greater Success
Brett Shoemaker
Director, Go-To-Market Services

3. Committed to your success
“We will always be partner-led.”
Satya Nadella, CEO, Microsoft
60,000+ IP Partners in the Microsoft Partner Network
3,500+ partners have taken advantage of Microsoft’s Go-To-Market services

4. Microsoft Go-To-Market Services
Worldwide Partner Conference 2015
6/24/2018 6:48 PM
Microsoft Go-To-Market Services
Co-marketing and co-selling programs that help launch and generate demand for your solutions
Partner Solution On Microsoft Platform
Microsoft Go-To- Market Services
Reach More Customers
“Your technology is great, but it is not the main reason we are talking to you. It’s because we think you have the unique ability to help us build our business.”
Jaspreet Singh, CEO, Druva
Go-To-Market Services
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. Microsoft’s ISV and GTM Strategy
PRISM FY16
6/24/2018 6:48 PM
Microsoft’s ISV and GTM Strategy
Ensure partners are most profitable and successful on our platform
INDIVIDUAL
ORGANIZATIONAL
Evangelism
App Development
App Success
Adoption + preference
Emerging developer
IT pro developer
Globally managed
Nationally managed
Programmatic
Co-marketing
Co-selling
Store + marketplace
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. Worldwide Partner Conference 2015
6/24/2018 6:48 PM
Stages Of Go-To-Market (GTM) Readiness
Rewards model based on achieving specific usage thresholds
Gold 1
Gold 2
Azure: $3,000,000 consumption
Dynamics/O365: 1,000,000 MAU
SQL: 100 closed deals
Gold 3
Azure: $500,000 consumption
Dynamics/O365: 100,000 MAU
SQL: 25 closed deals
Silver
Azure: $100,000 consumption
Dynamics/O365: 10,000 MAU
SQL: 10 closed deals
Introductory
Azure: $25,000 consumption
Dynamics/O365: 1,000 MAU
SQL: N/A
GTM package includes:
GTM on-boarding
Marketplace/Store leads
Self-service resources
AppCatalog co-mktg listing
Launch basics
AppCatalog co-sell listing
Lead sharing with MS sellers
Deal registration
Vertical, audience campaigns
Cross-border preparation
AppCatalog spotlight
Strategic GTM resource
Strategic GTM plan created
Proactive co-sell efforts
Proactive SI readiness
Cross-border promotion
Industry event co-mktg
Global expansion
Customized GTM
Production App In Market
Azure: $0 consumption or listed in Azure Mktpl or App Source
Dynamics/O365: listed in AppSource
SQL: N/A
APP CATALOG ENTRY
CO-MARKETING READY
CO-SELL READY
CO-SELL RECOMMENDED
NOTE: Must have production application in market to activate any level of GTM
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7. What’s the value in being “GTM ready”?
PRISM FY16
6/24/2018 6:48 PM
Joint-launch and GTM planning
Customer channel access
Geographic expansion
What’s the value in being “GTM ready”?
Formalizing lead sharing
ROI measurement
Revenue growth
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Commercial programs available
PRISM FY16
6/24/2018 6:48 PM
CO-SELL
Microsoft seller sourced leads
Lead tracking + deal regulations
Tele-sales lead gen campaign
Microsoft seller incentives
Proactive proposals
Sales enablement package
LAUNCH BASICS
AppCatalog co-marketing listing
Social promotion
PR support
Co-branded datasheet
Short case study
Self-service resources
FIELD READINESS
AppCatalog co-sell listing
Cross-border assessment
Infopedia webcast
District/country training
Sales fundamentals
Technical boot camps
INDUSTRY MARKETING
Industry campaigns
Horizontal campaigns
Industry initiative integration
Events
Dedicated sellers
Social/PR
PR + SOCIAL
Press release
Executive keynote spotlight
Dedicated social campaign
Social ad buys
Microsoft and product blogs
Newsletters
Analyst reviews
MICROSOFT ASSETS
Microsoft partner network
P2P meet-n’-greets
Worldwide Partner Conference
Microsoft retail store promotion
MTC integration
EBC participation
Partner sponsored meetings
MARKETPLACE
Developer marketplace
BDM marketplace
5X seller incentives
Spotlights + certifications
AUDIENCE MARKETING
Global advertising
Dedicated enterprise website
BDM campaigns
SMB campaigns + assets
Developer assets
Channel9
Commercial programs available
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9. Top tips for successful joint GTM
PRISM FY16
6/24/2018 6:48 PM
Clarity on target audience and messaging
Clear expectations
Top tips for successful joint GTM
Nail your niche… then scale
Temper passion with patience
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

10. Customer success stories
“We experienced a 50% increase in our quarter over quarter cloud revenue growth through joint go to market effort with Microsoft and focus on the Azure Marketplace.”
BJ Jenkins, CEO, Barracuda
Customer success stories
450% year over year revenue growth
300% increase in qualified opportunities
30% increase in opportunity win rate
30% reduction in time from trial in Azure Marketplace to purchase

11. Guests Karen Laucka-Caudill Director, Go-To-Market Microsoft
Robert Rolf
Vice President, Consulting Services
CGI Federal

12. Five steps to getting GTM ready
6/24/2018
Release your app or service on 1+ Microsoft technologies 1
Co-author joint GTM plan 90 days prior to launch 2
Five steps to getting GTM ready
Ensure clarity in target audience and initial plan 3
Deliver GTM ready materials 2 weeks prior to launch 4
Participate in monthly business and pipeline reviews 5
© 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.

13. MPN’s ISV Hub The opportunity is yours.
A better way to get your solution
out there!
Get the tools you need to develop your apps easier than ever before
Tap into our extensive partner network to share your great work
Discover other Microsoft partners to collaborate with
The opportunity is yours.

14. Worldwide Partner Conference 2015
6/24/2018 6:48 PM
Microsoft go-to-market resources
Visit to learn more and get links to:
Register for our quarterly community calls
Read about partners on our blog
Subscribe to our monthly newsletter
Follow us on twitter
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

15. Complete your evaluations… for a chance to win a prize!
Complete your session and conference evaluations here: aka.ms/wpcevals or though the mobile app
Thank you partner. We value your feedback.
Microsoft will donate $1 $5
for completing a session evaluation
for completing the overall conference evaluation
to the non-profit organization Right to Play, a Microsoft YouthSpark Partner

16. 6/24/2018 6:48 PM
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.