4/20/2017 CL606 SMB Reseller Keynote: Winning in SMB with Cloud The year of accelerating customer acquisition David Smith General Manager, WW SMB Microsoft.

Name: 4/20/2017 CL606 SMB Reseller Keynote: Winning in SMB with Cloud The year of accelerating customer acquisition David Smith General Manager, WW SMB Microsoft.
Uploaded: 2017-12-04T14:28:18+00:00
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Description: 4/20/2017 CL606 SMB Reseller Keynote: Winning in SMB with Cloud The year of accelerating customer acquisition David Smith General Manager, WW SMB Microsoft.

4/20/2017 CL606 SMB Reseller Keynote: Winning in SMB with Cloud The year of accelerating customer acquisition David Smith General Manager, WW SMB Microsoft © 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.

Celebrate Share Execute A Year of Cloud Breakthroughs!
Trends, Best Practices, Announcements, and Real Partner Stories Execute World-Class Plans with Clear Next Steps

1every second THANK YOU! A Year of Accelerating Cloud Results
WPC 2013 4/20/2017 7:39 PM A Year of Accelerating Cloud Results THANK YOU! A Year of Growth Accelerating Cloud Powered by You! 20%+ Y/Y Growth in SMB Revenue 100%+ Growth in SMB Cloud Revenue >2X Y/Y Growth in Office 365 Partner Reach 130M Windows Devices Shipped 18 QTRs Consecutive 100%+ Customer Growth >50K Partners Sold Office 365 in FY14 80% Windows XP Installed Base Migrated 174% Y/Y Growth in Office 365 Commercial Seats in Emerging Markets 1every second Number of Office 365 Sold WW 97+% Open Renewal Rate 156% Y/Y Growth in Office 365 Customers © 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.

Partner of the Year Awards
4/20/2017 7:39 PM Partner of the Year Awards SB Competency Award Kartik Shah Ahmedabad, India 110% focus on customer satisfaction Leads with cloud every time! Midmarket Award Trpimir Kvesić Zagreb, Croatia Trusted Advisor – solves real business problems Innovates with hybrid solutions Cloud SMB Award Kevin Francis North Sydney, Australia Offering the best of cloud + mobile Delivers full suite of Microsoft cloud solutions © 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.

New Opportunities to Sell Cloud New Cloud Competencies
4/20/2017 FY15 Channel Incentives New Opportunities to Sell Cloud New Cloud Competencies ModernBiz Campaign To Help You Be More Profitable To Give You Options to Sell To Enable You To Differentiate To Acquire New Customers © 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.

Announcing: New Opportunities to Sell Cloud
4/20/2017 7:39 PM Announcing: New Opportunities to Sell Cloud WHAT? Available as a Cloud SKU in Open Licensing WHEN? AUGUST 2014 FY15 NOW CHANNEL VALUE Own billing and margin value-add services Own billing, earn margins and monetize value-added services attach annuity-based desktop MSP Solution CUSTOMER VALUE Cloud Computing Platform delivering backup, virtual machines, websites and other infrastructure services CRM Online as a Service Cloud-Based Device Management Solution that enables BYOD RESOURCES aka.ms/AzureVAR microsoft.com/dynamics microsoft.com/intune © 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.

Announcing: FY15 Channel Incentives
4/20/2017 7:39 PM Announcing: FY15 Channel Incentives Priorities Customer Acquisition & Renewals Accelerate Cloud Scale Higher Incentives Cloud Incentives $ Local Accelerators Increase in Incentives YoY 3X Annuity Rates versus Open L Cloud Open 8% on Cloud Open Cloud Advisor 12% Sell & Deploy 4% Manage Customer Acquisition Windows Server Open Renewals Cash Back For eligibility and program information go to © 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.

Continued Growth & Profitability for Our Partners
4/20/2017 Continued Growth & Profitability for Our Partners Continuous growth in SMB partner incentives Announcing for FY15 FY15 SMB incentive growth in total $ SMB incentive growth as % of total revenue Base Channel Incentive 8% + Special FY15 Incentive 12%* FY10 In 2 years, 50%+ incentives focused on cloud services, devices, and solutions 2017 * Until 3/31/2015, for Open Distributors and Open Managed Resellers; Special incentive for SMB sales only ** Pending IT & Operations Certification, final partner communication in August 2014 Total of 20%** 2014 Devices Solutions Cloud Transactional © 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.

Announcing: New Cloud Performance Competencies
Small & Midmarket Cloud Solutions Cloud Productivity Cloud Platform 1 2 3 Azure: $100K Consumption or Open Sales Technical Exams Required Elevated Cloud Support & Account Mgmt. Discounted Competency Fees Office 365: 1500 Seats Assigned Azure: $25K Consumption or Open Sales Required Technical Assessments Elevated Cloud Support Free of Charge Until June 30, 2015 Office 365: 500 Seats Assigned Required Technical Exams Office 365: 300 Seats AND 30 Customers Office 365: 150 Seats AND 15 Customers No Technical Exams GOLD SILVER Azure Sales & Deployment Office 365 Deployment Small & Medium Business Segment Office 365 FOCUS For more information:

System Center Marketing
4/20/2017 Announcing: ModernBiz Campaign Integrated, multi-million dollar FY15 campaign. Spans multiple products on the Microsoft platform – from server to cloud, desktop to mobile devices. Addresses key SMB challenges with a breadth of Microsoft solutions that enable the modern business. Complete set of SMB customer-centric marketing and sales materials. Let’s redefine the conversation with small and midsize businesses. Get started today! Visit the ModernBiz booth and for tools and resources. © 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.

Our Opportunity Ahead: Key SMB Cloud Trends
4/20/2017 Our Opportunity Ahead: Key SMB Cloud Trends Partners Shift Business Model to Drive Profit and Revenue Growth Market Opportunity Allows us to focus on more important projects Speed of deployment Lower overall costs Lack of IT staff to maintain the solution Change upfront costs to monthly payments Improved business agility 74% 64% 62% 59% 49% 48% Economic Impact* of Microsoft Cloud on SMB Customer’s Business Those that adopted Microsoft cloud services grew revenue 10% points faster than SMBs that do not use Microsoft 95% tech-savvy SMBs use Office Economic Impact Partner Business Model 1.6X Gross Profit Tremendous Potential $108B Worldwide Cloud Market* 2017 10% Faster Growth in Revenue for SMBs that adopted Microsoft Cloud Services 5X The IT Industry growth rate 95% of tech-savvy SMBs use Office 1.8X Faster Growth 30% Worldwide Compound Annual Growth Rate *Worldwide and Regional Public IT Cloud Services Forecast (IDC August 2013) *BCG Economic Impact Study (October 2013) *Worldwide and Regional Public IT Cloud Services Forecast (IDC August 2013) © 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.

Making It Real: What We Sell Together
No-cost High-quality, no-cost productivity tools Entrepreneurs and/or start ups Online Professional Tools Professional plus familiar Office tools on a modern device for essential productivity and security Businesses that are unsure about cloud and have older or free consumer solutions Exchange Online Anywhere Productivity Virtually anywhere access to familiar Office applications, , calendar, video conferencing, company website, documents on your choice of devices Businesses that want to get started in the cloud and continue to use their on-premises solutions Microsoft Azure Modern Mobility Complete Office in the cloud with productivity tools, modern devices, easy management online and offline, and simplified device management Growing businesses that want to accommodate mobile/remote users Windows Server Microsoft SQL Server Windows Server Enterprise Class Advanced enterprise-level IT needs, hybrid deployment, and superior business intelligence Businesses that are evolving in scale and complexity Microsoft Azure

How Partners Are Making Money with Cloud
4/20/2017 7:39 PM How Partners Are Making Money with Cloud Example: Structure of Office 365 Deal Managed Services/ IP Margins 50%+ Managed Services and Packaged IP Add-on Projects and Solutions Tier 1 / Tier 2 support) New user set-up Updates End-user training SharePoint Templates Windows Intune Desktop Management Policy/Patch Management Software Asset Management Revenue Billable Services Margins 35-42% Deployment & Migration Services Expansion Customization LOB integration IT infrastructure design IT planning IT training Office 365 Licensing Revenue Assessment / planning Migration of data Establishment of service Baseline $ Good $$ Best $$$$ Better $$$ Recurring © 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.

Accelerating Customer Acquisition
Deploy Activate full value of technology and services Use Help customer leverage technology to drive business value Service Integrate technical support and consulting services Renew Renew and help customer invest for future Accelerating Customer Acquisition AQUIRE Acquire Deploy Use Service Renew Continuous Engagement

Partner Success Stories
4/20/2017 Partner Success Stories Finn Krusholm CEO/Cloud Evangelist, Cloud People Thomas Hansen VP WW SMB, Microsoft © 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.

Summary: Today’s Key Takeaways
4/20/2017 Summary: Today’s Key Takeaways Leverage ModernBiz campaign to seize huge opportunity in SMB New revenue streams now in Cloud through Open Channel Incentives & New SMB Cloud Competencies help you grow profitably SMB Customers are leveraging Microsoft Cloud to stay ahead of the curve New World Annuity: Channel is adapting by growing their Cloud and recurring revenue mix Leverage Best Practices of your peers: Accelerate Customer Acquisition & Continuous Engagement © 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.

When You Land… 24/7 Every reseller leading with Cloud
4/20/2017 When You Land… Our Joint Aspirations Actions Build your Office 365, Azure, CRMOL & Intune Plans 24/7 Every reseller leading with Cloud 60% of SMB revenue from New World Annuity 8M New SMB Customers served Learn more about Modernbiz Make customer acquisition a priority Engage continuously with your customer Leverage our new MPN Compliance Training © 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.

Today and Rest of Week Run a profitable cloud business
WPC 2013 4/20/2017 7:39 PM Today and Rest of Week Run a profitable cloud business CL607i: Building a High Volume Cloud Sales Engine in SMB Wednesday, July 16 1:00pm-2:00pm Room 203A CL603: Maximizing Your Profitability with Microsoft Online Services in SMB Tuesday, July 15 2:30pm-3:30pm Room 206 CL602i: Enhancing, Securing, and Truly Monetizing Customer Lifetime Value (CLTV) for Cloud Services Success CL600: How to Grow Your Business with Microsoft Azure for SMB Tuesday, July 15 4:00pm-5:00pm Room 147A WEDNESDAY TUESDAY CL601i: Discover the Capabilities of the Powerful New MPN Partner Online Services Dashboard Wednesday, July 16 1:00pm-2:00pm Room 203B CL605: How to Inspire, Educate & Connect with SMB Customers to Drive Cloud Sales Tuesday, July 15 2:30pm-3:30pm Room 206 LS609i: Deep Dive on the Integrated SMB Campaign Room 203A LS608: Get Your Customers Modernized! Driving XPEoS and WS2003 Upgrades 4:00pm-5:00pm WEDNESDAY TUESDAY CL604i: First Look at MPN Cloud Updates Wednesday, July 16 2:30pm-3:30pm Room 203B VISIT US IN THE EXPO MPN BOOTH: SureStep Kiosk ONE MICROSOFT BOOTH: #modernbiz Acquire new SMB customers & drive sales Learn & Engage © 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.

4/20/2017 Evaluate this Session in WPC Connect! Use a CommNet station, your PC or mobile device Any evaluation will enter you into a drawing for prizes each day How satisfied were you with this session? WPC donates $1 for every session evaluation How satisfied were you with the speaker(s)? How valuable was the session’s content? WPC donates $5 for overall evaluation Comments © 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.

4/20/2017 © 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. © 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.

4/20/2017 CL606 SMB Reseller Keynote: Winning in SMB with Cloud The year of accelerating customer acquisition David Smith General Manager, WW SMB Microsoft.

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4/20/2017 CL606 SMB Reseller Keynote: Winning in SMB with Cloud The year of accelerating customer acquisition David Smith General Manager, WW SMB Microsoft.

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