3 Ways To Sell With Microsoft Microsoft field sellers facilitate - - PowerPoint PPT Presentation

Customers buy direct from Microsoft commercial marketplaces

$1B in partner influenced revenue, 400% Y/Y growth

Reach millions of buyers online Global channel resells partner solutions to their customer base 500K partner opportunities per year through CSPs Reach millions of customers via 70K Cloud Solution Providers (CSP) Microsoft field sellers facilitate engagements between partners + customers Reach over 40K corporate customers via thousands of Microsoft sellers

Microsoft subsidizes incentives for all 3 channels to sell ISV solutions Microsoft Sellers Reseller Channel Commercial Marketplace

3 Ways To Sell With Microsoft

CEE Corporate: Sales Team Dublin – CEE Partners meetups

Reach out to Microsoft team

Reach out to customers

Geo-Exp stages and readiness assessment

https://www.crossborderexpansion.com/

Your digital toolkit

Download the full set of 11 assets, incl:

• Industry market insights data tool to

determine customer opportunity sizing b industry

• Competitive positioning metrics
• GTM Plan template and model selection

tools

• Marketing launch calendar
• ROI calculator
• Partner Business Case template
• Customer Case study and value prop

templates

Your Next Steps

Do your homework to successfully grow in the program.

Prepare for Geo Expansion

Take the Readiness Assessment Download the Geo Expansion Playbook Subscribe to the Geo Expansion Community

Work with your PDM

Review the nomination question list to prepare answers with your PDM Have your PDM submit the nomination form. Unmanaged partners can apply for the digital program: https://aka.ms/DigitalGeoExpansionApplication

Leverage your new resources

Take advantage of all the resources provided once activated in the program. Check in with PDM regularly to determine next steps

TARGET MARKET RESOURCES

Resources Quick links at your fingertips to self-activate and get engaged in available markets, today! .

Alias Alias for you to reach out with questions: Andreas Baldwin : anbaldwi@microsoft.com Digital Destinations Links available to partners – includes details of local events to attend, campaigns for you to consider, news on local market activity and resources to help. https://www.microsoft.com/mea/trustedcloud/default.aspx https://www.microsoft.com/mea/ai/

MIDDLE EAST & AFRICA

Alias Alias for you to reach out with questions: JW Barkmeijer : janwillb@microsoft.com Partner Hubs Pages below are for each country hub. Click the link to view important partner information including blogs, case studies, events, training, and FAQs: https://partner.microsoft.com/en-dk/marketing/denmark-partner-hub https://partner.microsoft.com/en-ie/marketing/ireland-partner-hub https://partner.microsoft.com/en-nl/marketing/netherlands-partner-hub https://partner.microsoft.com/es-es/marketing/spain-partner-hub https://partner.microsoft.com/en-se/marketing/sweden-partner-hub https://partner.microsoft.com/fr-ch/marketing/suisse-partner-hub https://partner.microsoft.com/de-ch/marketing/schweiz-partner-hub https://partner.microsoft.com/en-fi/marketing/finland-partner-hub https://partner.microsoft.com/en-be/marketing/belux-partner-hub https://partner.microsoft.com/pt-pt/marketing/portugal-partner-hub https://partner.microsoft.com/it-it/marketing/italy-partner-hub https://partner.microsoft.com/de-at/marketing/austria-partner-hub

WEST EUROPE

Alias Alias for you to reach out with questions: ukmc@microsoft.com Community Call A link to the UK community call series where partners can participate and learn about new

• pportunities to engage in marketing campaigns and events, get updates on local news,

and ask questions of the UK stakeholders. https://www.microsoft.com/en-gb/partner/community-calls/ Digital Destinations Portal/resource of local events to attend, campaigns for you to consider, news on local market activity and resources to help. https://partner.microsoft.com/en-gb/connect/local/uk-partner Partner delivered face to face events: https://www.microsoft.com/en-gb/events/ Community Zone for the UK via MPN: https://www.microsoftpartnercommunity.com/t5/UK-Partner-Zone/ct-p/uk-partner Sign up to all UK touch points including all the above: https://partner.microsoft.com/en-gb/connect/local/uk-partner

UK LATIN AMERICA

Alias Alias for you to reach out with questions: partnerrecruitment@microsoft.com Digital Destinations Links available to partners – includes details of local events to attend, campaigns for you to consider, news on local market activity and resources to help. https://www.microsoft.com/es-xl/partnernews

Please note: Greater China Region and Asia Pacific Regions engage through local third-party agencies directly to support you with engagement. .

TARGET MARKET RESOURCES

Resources Quick links at your fingertips to self-activate and get engaged in available markets, today! .

LATAM JAPAN FRANCE

Alias Alias for you to reach out with questions and to connect with the right market contacts in this market: frrecruitip@microsoft.com Digital Destinations Find repository in French of information at the “ Cartable”: https://aka.ms/cartable Click here to subscribe to the French MPN Yammer. Digital Destinations Microsoft Community Germany site: https://www.microsoftpartnercommunity.com/t5/Communities/ct-p/communities Partner Network Newsletter for Germany: https://profile.microsoft.com/RegSysProfileCenter/wizardnp.aspx?wizid=ea0cda9e- bae6-4cb1-82de-c2e3416479df&lcid=1031 Tech and IT Events Germany: https://www.microsoft.com/de-de/techwiese/events/default.aspx Details about upcoming events and webcasts: https://www.microsoft.com/de-de/partner/readiness/default.aspx German Partner Social Media Channels:

• Twitter: https://twitter.com/MSPartnerDE
• Linkedin: https://www.linkedin.com/groups/8634122/
• Facebook: https://www.facebook.com/mpndeutschland/

GERMANY AUSTRALIA

Alias Alias for you to reach out with questions: Partnerau@microsoft.com Digital Destinations Microsoft Partner Network Australian Hub: https://partner.microsoft.com/en-au/community/australia-partner-hub Microsoft Communities - Australia Partner Zone: https://www.microsoftpartnercommunity.com/t5/Australia-Partner-Zone/ct- p/australia-partner Quarterly Partner Community Connect Events: https://partner.microsoft.com/en-au/event- search#/?searchquery=Microsoft%20Partner%20Community%20connect

US

Alias Alias for you to reach out with questions: USGTM@Microsoft.com Digital Destinations US web portal for partners: https://aka.ms/uspartner US Partner Insider Monthly call: https://msuspartners.eventbuilder.com/USSMBPartnerInsider Join the US Partner community Yammer here US Partner Investments Engine Portal: http://www.microsoftpartnerinvestments.com/ Social Engines: Twitter, Yammer, LinkedIn, Facebook, YouTube US Partner Events & Programs: https://www.msocpevents.com/app/

P2P Models

SI + ISV LSP + ISV ISV + ISV

Deliver customer value and enable data flow between solutions Store of The Future, Factory of The Future, Bank of the Future SI drives customer Digital Transformation adoption with ISV solution at Ent/Corp account

3 Pillars of Partner-to-Partner

Key components enabling partner success

Learn more at Microsoft Partner website Activate in Partner Center Login to WorkSpan

Collaboration Platform

powered by Worksp kspan an

Supports your go-to-market activities with other qualified Microsoft partners to reach more partners and accelerate your business.

Identify & Connect

CONNECT

Collaboration Platform: email gtm@microsoft.com

• Actionable insights and resources
• Easily discover and collaborate with the best qualified partners
• Guidance to support mutual customers

Eligibility bility criteria: ia:

 ISV partner - Have a co-sell ready solution  Services partner - Attained a competency https://aka.ms/activateGTM gtm@Microsoft.com Microsoft Partner-to-Partner Program on WorkSpan Overview

Get Started

1. Learn more details & access resources https://aka.ms/buildpartnerships

• Download playbooks & templates
• Take the assessment

and more

2. Join P2P program on the Partner Collaboration Platform https://aka.ms/activateGTM

• Engage experts for coaching
• Achieve promotional opportunities
• Manage and grow your ecosystem

3. Use the Collaboration Platform https://app.workspan.com

• Digitally connect with partners
• Optimize your joint GTM activities
• Grow your ecosystem and accelerate

your co-sell business

Marketplace

Microsoft’s commercial marketplace

PUBLISHERS BUYERS

IaaS

ONE CATALOG

Benefits

• Expand your reach
• Extend to new channels
• Accelerate your business with

GTM benefits and rewards Benefits

• Rapid solution discovery
• Immediate deployment
• Consolidated billing
• 3.2

3.2M M unique e monthly ly visit itors

• rs
• Both: ISV and Services transactable offers (consulting, PoC, workshops)

https://docs.microsoft.com/en-us/azure/marketplace/cloud-solution-providers

Marketplace publishers can now sell their offers through Microsoft CSP channel

Gtm@microsoft.com

Consider Go-to-Market services for: Geo Expansion, P2P , sales & mktg readiness

Included in program benefits Network member Silver competency/ISV co-sell ready Gold competency/ISV IP co-sell ready Digital marketing content on-demand ⚫ ⚫ ⚫ Geo Expansion readiness assessment ⚫ ⚫ ⚫ Partner-to-partner readiness assessment ⚫ ⚫ ⚫ Azure Marketplace + AppSource GTM benefits ⚫ ⚫ ⚫ Business profile optimization and referral management ⚫ ⚫ How to market with Microsoft ⚫ ⚫ Co-branded marketing assets ⚫ Co-branded social marketing assets ⚫ Partner success story ⚫ Press release with Microsoft executive quote ⚫ Incremental services for purchase Silver competency/ISV co-sell ready Gold competency/ISV IP co-sell ready Co-branded marketing assets ($3,000 - $5,000 USD) ⚫ ⚫ Global Expansion enablement workshop ($5,000 - $22,000 USD) ⚫ ⚫ Sales enablement materials ($15,000 USD) ⚫ ⚫ Creating cloud offers and value proposition workshop ($3,300 USD) ⚫ ⚫ Sales and marketing campaign workshop ($8,250 USD) ⚫ ⚫ Website accessibility assessment service ($1,300 USD) ⚫ ⚫ Video accessibility subtitle caption service ($850 USD) ⚫ ⚫ Partner-to-partner 90-minute consultation ($550 USD) ⚫ ⚫ Partner-to-partner sales enablement virtual workshop ($5,000 USD) ⚫ ⚫ Partner-to-partner readiness workshop ($20,000) ⚫ ⚫

Check your Partner Center or email: Gtm@microsoft.com

aka.ms/CEEsurvey1 aka.ms/webinar26June

Appendix

P2P Resources & Helpful Links Platform Contacts

Microsoft Partner-to-Partner Program on WorkSpan Overview (YouTube link) Log In to WorkSpan (WorkSpan) Microsoft P2P How-To Video Tutorials on the WorkSpan Academy (Skilljar) WorkSpan Knowledge Base and Frequently Asked Questions (WorkSpan FAQs) WorkSpan Technical Support & Help Desk (WorkSpan Support) Microsoft Partnering Resources (Microsoft Partner Network) Microsoft P2P Team msp2p@microsoft.com WorkSpan Concierge support@workspan.com

Resource list



Resources Azure Marketplace and Appsource best practice guide.pdf Drive traffic to your app online with a Microsoft marketplace listing P2P partnering success playbook.pdf Learn what makes a client great, then add more of them to your base Go-to-market plan template Fill in this blank template in partnership with your PDM Microsoft seller roles and responsibilities guide Target market GTM Engines Map of target market contacts Available in this document

Links to additional instructional materials referenced in this deck

Microsoft Technology Centers Available globally to help guide you on your digital transformation journey Azure Marketplace and AppSource publishing guide Learn how to use storefronts in the Azure Marketplace and AppSource

Have questions or want help? Reach out to our expert team at GTM@Microsoft.com

GTM Website Access content and programs to help accelerate your time to market, generate leads, and expand your business

Marketplace Rewards

How to expand your business through geo- expansion and partnerships (P2P)?

Dariusz Zalewski, CEE Partner Manager, Microsoft Piotr Korzeniowski, COO, Piwik PRO Dominika Goss, Partner Channel Marketing Strategist, Microsoft

GTM explained for CEE Partners 23rd June 2020, 10:00 -11:00 AM

Microsoft Programs & Piwik PRO experience

Information

• Registration for the next webinar aka.ms/webinar26June
• Survey: aka.ms/GTMsurvey1
• Materials & Recording – up to 7 days after webinar

From 0 to 200 customers in 40 countries

Piwik PRO

Created in 2013, Piwik PRO Analytics Suite allows data collection & analysis of user behavior on websites, mobile apps and online products. The platform allows to build complete customer profiles while supplying the tools to ensure compliance with strict data security & user privacy laws.

This is our product

This is our product

This is our product

Headquarters in Poland 100 people around the world

Our organisation

Offices in Germany, Netherlands and the USA

Geo-expansion in numbers

enterprise customers & government s

200+ 40+

industrie s

20+

countries

Revenues structure

Geo-expansion: why not start in Poland?

Size and maturity of the market Build or buy?

Direction of expansion

Tips & tricks

Demand dictates direction

Our natural customer base was the users of open- source analytics product “Piwik” (now Matomo).

How to test a market?

Market depth Localization Time Budget Existing success stories

Actions

Tips & tricks

Client-facing roles on new markets

Sales, marketing... or customer success - which roles are critical?

Face to face is overrated

You can sell remotely on most of the markets.

Global or local marketing?

Content Outreach Budget

Building global team

Tips & tricks

Recruitment

• Don’t shorten the process
• Get credentials
• Does he/she have what it takes to work remotely?

Onboarding

• Up-to-date materials
• Battle-hardened sales processes and frequent

communication

• New joiner should fit your work culture

Questions, please!

Thanks!