1. Accelerate Building and Delivering Solutions for System Integrators Jason Clarke Partner Technology Advisor AP024Partner Session

2. Scintillate, scintillate globule aurific Fair wonder I fathom thy nature specific Loftily poised in the ether capacious Strongly resembling a gem carbonaceous Scintillate, scintillate globule aurific Fair wonder I fathom thy nature specific

3. Twinkle, twinkle, little star How I wonder what you are Up above, the sky so bright Like a diamond in the night Twinkle, twinkle, little star How I wonder what you are Scintillate, scintillate globule aurific Fair wonder I fathom thy nature specific Loftily poised in the ether capacious Strongly resembling a gem carbonaceous Scintillate, scintillate globule aurific Fair wonder I fathom thy nature specific

4. Objective In This session we will take an unplugged look at how the Microsoft technology and solutions, across the entire platform, can deliver highly profitable practices and services. The aim is to give you an inside look at how the strategies are planned and executed within Microsoft and what investments/support we are making to help develop your practice/service and increase revenue. Agenda The Microsoft Platform (What we sell) – Infrastructure Optimisation (IO) – Core IO, BRIO, APIO and Cloud How we sell – Segments, roles and acronyms – MSSP – Roles The Partner programs to support selling – SIP – PSX – PCI – CIE – MPCA

5. How Microsoft sells the platform solutions PlatformSolutionProductLicensing Infrastructure Optimisation Reengineer discussion / Pre Sales RPS IO + VL = incr. RPS

6. Why Infrastructure Optimisation?

7. Platform and network services Data storage and management CRM and ERP Content management & Collaboration Content management & Collaboration Presence & Communication Presence & Communication Messaging PC Tablet Web PDA Mobile Voice Optimised end user experience Key Platform Capabilities Active Directory Identity and access management Systems management and security

8. Hyper-VHyper-V Windows Server SQL Server Dynamics SharePoint Lync Exchange Server Exchange Server PC Tablet Web PDA Mobile Voice Office Win 8 Windows Phone Dynamics Internet Explorer Underlying Technologies Active Directory System Center Forefront Forefront MDOP

9. Segments, Field Roles and Acronyms

11. Linking Microsoft roles to the MSSP Sales Stage Develop Qualify Prospect Demand Generation Solution Proof Close SupportDeploy Probability 0%NA 80%60%40%20%10%100% Account manager PTA TSP TSS SSP ATS Account manager CTS EPG SMS&P

12. How we Work with Partners in SMS&P 1 Partner Account Manager Partner Technology Advisor 2 3 Partner Learning Center Partner Marketing Center Partner Portal Sales Resources

13. MSSP, programmes and incentives Sales Process Overview Prospect / Qualify (20%) Develop (40%) To- Partner Incentives Through-Partner To-Customer Tools Validate opportunity & identify sponsor Develop customer requirementsPresent solutionDemonstrate capability to exceed requirements Negotiate & finalize contractFinalize deployment, execute, & support PCI Microsoft Cloud Value Proposition and Customer Journey Cloud Assessment Tool Needs Discovery Fast Track ProgramTechnical Case Presentation Why Microsoft’s Private Cloud solution is best Project Business Case Tool Return on Investment in Microsoft Cloud Decision Framing Presentation Project Selection Deployment Guides MPCA POC MPCA BIF SIPPVDPS Share Jumpstart Bid Architect for GSIs & NSIs Mega Win Program ECI LAR Bounty Programs to support solution wins and deployment Solution (60%) Prove Value (80%) Close (100%) Deploy (120%) To- Partner Value Proposition SI/S-LARHoster Business Opportunities for Partners with Microsoft Private Cloud License Cost Presentation Service Provider Lighthouse ProgramPSX

14. Objective In This session we will take an unplugged look at how the Microsoft technology and solutions, across the entire platform, can deliver highly profitable practices and services. The aim is to give you an inside look at how the strategies are planned and executed within Microsoft and what investments/support we are making to help develop your practice/service and increase revenue. Agenda The Microsoft Platform (What we sell) – Infrastructure Optimisation (IO) – Core IO, BRIO, APIO and Cloud How we sell – Segments, roles and acronyms – MSSP – Roles The Partner programs to support selling – SIP – PSX – PCI – CIE – MPCA

15. Twinkle, twinkle, little star How I wonder what you are Up above, the sky so bright Like a diamond in the night Twinkle, twinkle, little star How I wonder what you are Scintillate, scintillate globule aurific Fair wonder I fathom thy nature specific Loftily poised in the ether capacious Strongly resembling a gem carbonaceous Scintillate, scintillate globule aurific Fair wonder I fathom thy nature specific

16. Visit the Microsoft Showcase: See | Learn | Connect Services & Devices Business ApplicationsInfrastructure & PlatformsImmersion Experiences Exhibitors & Sponsors

17. Your feedback is important to us Visit aka.ms/connect To score this session