1. OEM Breakout Partnering for Success Microsoft – Deirdre Dillon, Fiona Costigan Leigha Anderson Ingram Micro UK - Ben Elder

2. Agenda BREMA Analytics – Grow Revenue & Reach Device Incentives
Showcase - Device Selling Tools & Resources

3. Partnering for Success
Distributor Provides:
Weekly Sales Out Report
Distributor Campaign Results & Feedback:
“After two weeks of running an Office Campaign on dormant resellers, reseller reactivations rose by 11 % “
“We saw a 3% uplift MoM in number of resellers purchasing Windows Server & CALs resulting from a Server Campaign completed in January 2014”
“ Hired a team of graduates to use BREMA Analytics data and cold-call the dormant resellers to increase our reach”
Saves up to 1 day a month for Partners = 18K hours saved across EMEA Partners annually
Microsoft Provides:
Disti-specific Analytics to drive revenue & expand reach
Identifies cross-selling and up-selling opportunities
Identifies dormant resellers to help expand reach
BREMA – Breadth Engagement Model Analytics

4. Partnering for Success
How it can improve Reach & Yield
Up-Sell & Cross- Sell Opportunities
Broken Out By Product Family
Sales Scenario’s aligned to Corp Strategy

5. Partnering for Success
How it can improve Reach & Yield
Improve Reach through Resellers
Targeted lists of dormant resellers broken out by Product and Timeframe

6. Distributor Experience Using BREMA Analytics
WPC 2013
4/15/2017 9:00 AM
Distributor Experience Using BREMA Analytics
BIG Opportunity
Vital part of H2 Planning
Enables Disti & MS partnering to drive Disti Campaigns
Drives revenue and profitability by increasing Channel reach
and frequency
Action:
Speak to your Partner Sales Executive if you are not familiar with BREMA Analytics
© 2013 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.

7. Introducing
Fiona Costigan (Global Channel Incentives Program Manager)
"Device Incentives"

8. Device Incentives Devices Goals Challenges & Progress Devices Strategy
We heard
“appreciate increased partnership, but focus too narrow , reporting reporting too complex”
Build customer and partner preference for Windows devices.
Focus on Windows 8.1 Pro and Windows 8 Pro tablet sales
Partner with you to accelerate touch device sales
We changed
Featured Device List: simplified & expanded eligible device list
Reporting Complexity- 3rd Party to support SKUs mapping
Lowered Reseller Eligibility (Sales) thresholds
Potential changes
Expand geo coverage for Device incentives
Devices Strategy
Results H1
Resources
170
Distis reported Devices in H1
Channel Insight Reporting Process Questions
20,677
Resellers reported as selling devices
Programme Support:
Reporting Process on
10%
Increase in Channel Incentives paid to Authorized Distis (previous H)* (Software & Hardware combined)

9. Introducing
Leigha Anderson showcasing
"Device Selling Tools & Resources"

10. Featured Devices on DCCN
Your one stop shop for Windows device information, sales & marketing collateral and digital tools
Marketing collateral
Device specific content to drive demand, awareness, and traffic to your business
Print ads
Customer ready s
Product videos
Windows Tutor
Provide your customers with the information they need to feel confident about using the new Windows - all without leaving your website
Windows Device Finder
Help customers find the perfect Windows device that meets their needs. Two finders—dynamic & static
Device Discovery
A comprehensive inventory list- complete with great imagery, descriptions and specs for Microsoft Featured Devices
Tool
Learn
Drive Demand
Drive Selection
Drive Confidence

11. Sales & Profits
Happy Customers

12. Digital Commerce & Campaign Network Demo

13. Demo Learn about Microsoft Featured Devices
Help choose what PCs to assort and sell
Download marketing and sales tools
Supports key programs like Device Incentives

14. Demo Easy to deploy on your website
Dynamically integrates with your device catalog
Helps customers find devices based on their needs
Can be deployed in call centers to guide reps

15. Windows Tutor
Helps customers learn about the new Windows and how to use it
Can be implemented for all Windows devices in your catalog

16. To Close Grow Reach & Revenue using BREMA Device Incentives 3-R’s! –
Saturday, April 15, 2017
To Close
Grow Reach & Revenue using BREMA
Device Incentives 3-R’s! –
Review Resources , Report Devices, Reach out -
Take Advantage of the Device Selling Tools & Resources

17. Thank You Again For Your Partnership
4/15/2017
Our Objective Is To Earn
The Right To Be Your
Trusted Advisor!
MAIL:
© 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.

18. Visit the Conference App now at
Let’s Break New Ground Together.
Provide your feedback on the sessions through the Conference App and be eligible to win one of five Nokia Windows Phone 8
ALL Partners who provide feedback through the Conference App will receive a one year subscription to Office 365 Home Premium
Visit the Conference App now at
partnerconferenceapp.com .