1. CSP – The Road to Success
9/20/ :07 AM
CSP – The Road to Success
June 26th + 28th Webinar
Christian Moser, Kateryna Tetyananko
Western Europe
© Microsoft Corporation. All rights reserved.

2. Program Structure “CSP – The Road to Success” branding
To CSP Indirect Provider Employee – not subject to SPIFF rules; “Readiness program”
To CSP Indirect Provider Company – SPIFF Program
Microsoft
Runs weekly webinars
Provides BoM, landing page for readiness
Provides small gift for doing certifications
CSP Indirect Provider Employee
Attends webinars
Does training
Get’s small give aways for doing certifications
Microsoft
SPIFF for CSP Indirect Provider Sales Activities; Pays out $ after achieving goals to CSP Indirect Provider HQ
CSP Indirect Providers
Partners are responsible for administering the incentive activity and providing rewards or payments directly to eligible Partner Employees.
“CSP – The Road to Success” branding
© Microsoft Corporation. All rights reserved.

3. CSP – The Road to Success: Webinar Overview
9/20/ :07 AM
CSP – The Road to Success: Webinar Overview
Microsoft ran weekly 45’ webinars same content, 2 deliveries per week:
Monday, 13:00 CET
Wednesday, 9:00 CET
Separate registration link every week
Invitations will be sent to all participants of previous webinars
Feel free to share internally!
Previous calls:
Week of
Content
03-Apr
Program Intro
10-Apr
Sales readiness: CSP Basics and why this is changing the Channel Business so fundamentally
18-Apr*
Office Premium Office 365 services and Office 2007 End Of Life: How this helps you selling
24-Apr
Learn how CSP allows you and your reseller to build your own solutions
02-May*
Earning Money with CSP - Calculation examples & Incentives
08-May
The Microsoft Security Pitch
15-May
Winning with OSS on Azure
22-May
Transform how you do Business with Microsoft Dynamics 365
29-May
Best Practice Sharing - how to make Partners successful with Microsoft Azure
05-Jun
Building a practice on Windows 10 security: enabling partners to build a security service offering.
12-Jun
Basic Azure workloads to get started: Test & Dev
19-Jun
Advanced Workloads: Voice and Azure OMS
26-Jun
Review of CSP Road to Success Training sessions and closing
*Tuesday instead of Monday session due to public holidays
Plan subject to changes.
© Microsoft Corporation. All rights reserved.

4. Readiness Program_Webinars recording
Week of
Content
Recording
Slides
03-Apr
Program Intro
Download slides
10-Apr
Sales readiness: CSP Basics and why this is changing the Channel Business so fundamentally
18-Apr*
Office Premium Office 365 services and Office 2007 End Of Life: How this helps you selling
24-Apr
Learn how CSP allows you and your reseller to build your own solutions
02-May
Earning Money with CSP - Calculation examples & Incentives
08-May
The Microsoft Security Pitch
15-May
Winning with OSS on Azure
22-May
Transform how you do Business with Microsoft Dynamics 365
29-May
Best Practice Sharing - how to make Partners successful with Microsoft Azure
05-Jun
Building a practice on Windows security: enabling partners to build a security service offering.
12-Jun
Basic Azure workloads to get started: Test & Dev
19-Jun
Advanced workloads: Voice and OSS
TBA
26-Jun
Review of CSP Road to Success Training sessions and closing
© Microsoft Corporation. All rights reserved.

5. Resources Learn Sale & Build Biz Development Sales Technical
9/20/2018
Resources
Biz Development
Sales
Technical
Learn
Cloud Solution Provider on MPN
Azure Star Seller
Partner University
Azure CSP Workshops
Sharpen your Azure Skills
Microsoft Official Curriculum
Explore Opps & Try
Dev & Build Solution
Open Source
Sale & Build
Cloud Migration Assessment
Windows in CSP
PartnerSupportOfferings
Office 365 free trial
EMS free trial
SQL Server 2016 free trial Windows Server free trial
Azure free trial
PowerShell gallery
GitHub-PowerShell (PS/GUI)
GitHub-ARM (ARM/DSC )
GitHub-Docs
Azure Bitnami
Visual Studio
Xamarin Test Cloud
Application Insights
Azure Virtual Machines
Azure DevTest labs
Open Source Web Site
Open Source Blog
MySQL and PostgreSQL CosmosDB
SQL Server on Linux
App Service on Linux
© 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.

6. Next steps – Q4 Closing & SPIFF payouts
9/20/ :07 AM
Next steps – Q4 Closing & SPIFF payouts
Close FY17 strong – few days to go!
For the owners of the SPIFF per CSP Indirect Provider:
Send Proof of Execution to Katia + Christian
Internal Communication of SPIFF
Sales results (according to SPIFF criteria – new CSP resellers, CSP Azure resellers >1000$ per month, total CSP revenue increase during Apr-Jun 2017)
Proof that the funds will be used for SPIFF (e.g. agency invoice for employee fringes…)
Invoice Microsoft WE against the PO issued
For the lucky winners: Enjoy the SPIFF!
© Microsoft Corporation. All rights reserved.

7. Thank you for transitioning to CSP with us!
9/20/ :07 AM
Thank you for transitioning to CSP with us!
© Microsoft Corporation. All rights reserved.

8. 9/20/ :07 AM
Going forward, into FY18
CSP becoming the de facto standard licensing/business model
New product announcements during Inspire
Extended Product coverage (e.g. more Azure services)
Solution focus more important
Start working w/ relevant ISVs, to be included in your offerings
E.g. Small Business Server in the Cloud – easy to resell, preconfigured offerings for resellers and their customers
© Microsoft Corporation. All rights reserved.

9. CSP drives need for change in Partner Marketing
9/20/2018
CSP drives need for change in Partner Marketing
With EA/Open Licensing:
Partners reselling fixed Microsoft SKUs
Microsoft defining offer, price, packaging (“4Ps”)
Microsoft providing complete Value Prop, BoM
With CSP:
Partners able to create their own solution
Based on Microsoft Cloud Services (e.g. SBS)
Requires Partners to build their own value prop, packaging, pricing & communication
All Commercial Partners will be affected by CSP and Digital Transformation of Sales and Marketing Processes -> i.e. all need to take more ownership of demand generation:
Indirect Providers, Resellers, MSPs, Hosters, ISVs, eTailers, local and global SIs, PDU, Surface partners
Microsoft segment agnostic;
© 2014 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.

10. FY18 Ideas for CSP Road to Success
9/20/ :07 AM
FY18 Ideas for CSP Road to Success
Keep :
SPIFF for CSP Indirect Providers employees
Weekly webinars
Website, weekly s
Communication to start in September, SPIFF running in Microsoft Q2 (i.e. Oct-Dec 2017)
Change :
Make sessions w/ 2 levels – Basic + Advanced CSP
Do we need 2 sessions per week?
Open readiness sessions to Indirect Resellers
Readiness, but not SPIFF
Small give-aways each week for participants answering questions after the call
Do a lottery/raffle each month among all webinar participants
e.g. XBOX, Surface,…
© Microsoft Corporation. All rights reserved.

11. 9/20/ :07 AM
© Microsoft Corporation. All rights reserved.