Gives and Gets of Partnering with SaaSplaza 1 July 3, 2018 Neil - - PowerPoint PPT Presentation

Gives and Gets of Partnering with SaaSplaza

Neil Downing General Manager EMEA SaaSplaza

July 3, 2018

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AGENDA

Supporting our Partners Take Aways Partner Successes

3 4 5 6

Onboarding Partners

2

Introduction

1

Questions

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View the recording of Webinar 2 Security, Protection, Compliancy and GDPR at: https://www.webinartv.nl/agenda/security-protection-compliancy-and-gdpr/

Webinar Series for Dynamics NAV Partners

View the recording of Webinar 1 Be a 'Cloud First' Company at: https://www.webinartv.nl/agenda/be-a-cloud-first-company-futureproof-your-dynamics-nav-business/

Keep my old installs safe from born in the Cloud attacks

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Great 24 x 7 customer support Secure and Private Follow my customers globally Total Solution > NAV 100% guaranteed to work Cheaper and better than DIY Trusted Advisor Stay compliant with training requirements Be Profitable and grow Transform to Total Cloud Provider Register my customer adds Rewrite my solution into Extensions Avoid Data leaks

Our Partners tell us managing a wide workload is a major challenge

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ON PREMISE CLOUD POWERED CLOUD ACCELERATED

Step into Cloud – Power Up your NAV

Amsterdam Munich Shanghai Sydney Virginia Singapore Hong Kong New Delhi Toronto

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SaaSplaza: Global Indirect CSP for Dynamics partners

SaaSplaza

Global Presence

Headquarters Offices Azure Datacenters Hosting Platforms

270 active (Dynamics) ISV and VAR partners across the globe trust SaaSplaza. Passionate Cloud and Dynamics experts with >180 certificates Running > 800 Dynamics enterprise customers on 11 Azure DC’s. Global staff providing 24 x 7 FTS support from 5 global offices. 8 years commitment to security (ISAE/SSAE/ ITIL/CISO) CloudCARE is SaaSplaza’s unique approach to deliver and run of enterprise grade cloud services, secure and consistent around the globe.

Sao Paulo San Diego Cape Town

We are committed to your success

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Partner Business Acceleration Expertise Always there Easy to work with Trusted

SUCCESS

AGENDA

Supporting our Partners Take Aways Partner Successes

3 4 5 6

Onboarding Partners

2

Introduction

1

Questions

. .

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Connecting with Partners Business Plan Framework Agreement Incentives and Recognition Customers Go Live

› NAV Azure Trial › NAV Quick Scan

SaaSplaza Portals

› Joint Business Development › Kickoff Partner Sales › Deployment Models › Project and Delivery › Support › Service Levels

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Connecting with Partners Business Plan Framework Agreement Pricing and Recognition Customers Go Live

› NAV Azure Trial › NAV Quick Scan

SaaSplaza Portals

› Joint Business Development › Kickoff Partner Sales › Deployment Models › Project and Delivery › Support › Service Levels

.

.

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Trial Dynamics NAV on Azure

Provide NAV partners with a trial demo environment on Azure Live within 1 working day Cronus database 1 Month for FREE

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Connecting with Partners Business Plan Framework Agreement Pricing and Recognition Customers Go Live

› NAV Azure Trial › NAV Quick Scan

SaaSplaza Portals

› Joint Business Development › Kickoff Partner Sales › Deployment Models › Project and Delivery › Support › Service Levels

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.

.

. .

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Business Plan Fundamentals

KEY ELEMENTS OF THE APPROVED BUSINESS PLAN INCLUDE

Partner Proposition Business projections (6, 12, 24, 36 months) Agreed resources plan Joint business development plan Contact Matrix Resources required from Partner, Microsoft and SaaSplaza Agreed commercial structure for ‘cookie cutter’ commercial approach

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Partner Gives

PARTNER SUCCESS DEPENDS ON COMMITMENT

Senior management buy-in Sales (to engage customers) Commercial (to define proposition) Technical (to agree architecture) Project support (as needed to smooth transition) Marketing (to refine proposition and reach

• ut to customers)

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NAV Quick Scan

SaaSplaza’s NAV Quick Scan lays the foundation for a successful transition of Dynamics NAV to Azure

Review of existing Dynamics NAV application implementation, including customizations, third-party and ISV add-ons. Proposal of Cloud architecture + calculation Roadmap steps to migrate NAV to Azure

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Connecting with Partners Business Plan Framework Agreement Pricing and Recognition Customers Go Live

› NAV Azure Trial › NAV Quick Scan

SaaSplaza Portals

› Deployment Models › Project and Delivery › Support › Service Levels

.

.

.

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› Joint Business Development › Kickoff Partner Sales

.

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Framework Agreement

LEGAL AGREEMENT BETWEEN PARTNER AND SAASPLAZA, COVERING:

Service Level Agreements Support times Service addendum Protection of IP, Confidentiality, GDPR Non-disclosure Agreement Responsibilities between Partner - SaaSplaza

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Dynamics NAV on Azure Technology Responsibilities

Functional App Networking Storage Servers Security Operating System Middleware SQL Management User Management Monitoring 24/7 Runtime Technical App Billing Azure Subscription Management Backups Reporting

PARTNER RESPONSIBILITY SAASPLAZA RESPONSIBILITY

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Processor and Sub-Processor Agreements

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Joint Business Development

Agreed Business Plan Included as partner on saasplaza.com Kick off with Partner Commercial Team › Introduction SaaSplaza Dynamics Services › Technical documentation › Sales contacts › Additional Azure Services Joint Marketing › Share marketing whitelabel material › Lead gen program

AGENDA

Supporting our Partners Take Aways Partner Successes

3 4 5 6

Onboarding Partners

2

Introduction

1

Questions

. .

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Connecting with Partners Business Plan Framework Agreement Pricing and Recognition Customers Go Live

› NAV Azure Trial › NAV Quick Scan

SaaSplaza Portals

› Deployment Models › Project and Delivery › Support › Service Levels

.

› Joint Business Development › Kickoff Partner Sales

.

.

. .

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SaaSplaza portals

PORTALS GIVE OUR PARTNERS SELF SERVICE ACCESS TO:

Report incidents and service requests Deploy new users and customers Billing and licensing

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Process to onboard Partners in SaaSplaza portals

THE PROCESS TO ONBOARD PARTNERS

Primary contact is created Session to explain the procedures and working of the portal Provide partner manual

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Connecting with Partners Business Plan Framework Agreement Pricing and Recognition Customers Go Live

› NAV Azure Trial › NAV Quick Scan

SaaSplaza Portals

› Deployment Models › Project and Delivery › Support › Service Levels

.

› Joint Business Development › Kickoff Partner Sales

. . .

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Customers go live

Project and Delivery involvement After go live partners go into Support Choosing the right deployment for your customer Monitoring, SLA and 24/7 support

Dynamics NAV on Azure - Deployment Models

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SaaSplaza Multi-tenant/instance Partner Multi-tenant/instance Customer Single Tenant Definition Many customers’ NAV instances deployed in a Shared Azure Subscription where the Azure IaaS (VMs, storage, etc.) is

• shared. NAV can be deployed on

a multi-instance or multi-tenant model. Many Customers’ NAV instances

• f a specific Partner are

deployed in a Customer Subscription created for the

• Partner. Customers are using

shared components. One specific Customer NAV instance/environment is deployed under a Customer

• Subscription. Dedicated

resources per customer. Type of deployment Multi-tenant/instance Multi-tenant/instance Single Tenant CSP Subscription NA – Shared SaaSplaza Partner End customer CSP Indirect Reseller NA NA Partner 8% incentive on Azure Azure customer adds No No Yes

Most common deployment

2 Tier Architecture Local Client Web Client Office 365 integration for Web Client RDS Client SQL Instance with 25 GB of Storage Power BI Integrations Customizations Virtual Machine for Integrations Virtual Machine for Partner Management SQL Virtual Machine (Customer Dedicated)

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Partner Multi- Tenant/instance Customer Single-Tenant SaaSplaza Multi-Tenant/ instance Upon Request

Most common deployment

limitations

What’s included

Ensure timely and smooth Go Live of NAV implementation: › Project team with dedicated Project Manager and NAV Engineer › Test > Acceptance > Go Live › Working closely with Project team of Partners › Migrations outside business hours › In accordance with ITIL best practices

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Projects & Delivery

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24/7 Follow the Sun Support

AMER 10 hours support APAC 10 hours support EMEA 10 hours support 17:00 – 03:00 AM CET 08:00 – 18:00 PM PDT 23:00 - 09:00 AM SGT 02:00 – 12:00 PM CET 17:00 – 03:00 PM PDT 08:00 - 18:00 AM SGT 02:00 - 03:00 AM CET 17:00 – 18:00 PM PDT 08:00 - 09:00 AM SGT 02:00 – 12:00 PM CET 17:00 – 03:00 PM PDT 08:00 - 18:00 AM SGT 02:00 – 12:00 PM CET 17:00 – 03:00 PM PDT 08:00 - 18:00 AM SGT 08:00 - 18:00 PM CET 23:00 – 09:00 PM PDT 14:00 – 00:00 AM SGT 17:00 - 18:00 PM CET 08:00 – 09:00 AM PDT 23:00 - 00:00 AM SGT

SaaSplaza will guarantee 24/7 support to the Customer

• n all matter with respect to your service

T +31 20 547 8490

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Service/Change Type Description Planning Progress Report Completion Urgent Changes which require urgency < 4 hours On start, delivery, acceptance and close 95% conform planning Regular Regular Change Requests. < 2 working days On delivery 95% conform planning

Incidents Change Requests

Incident Priority Description Response Time Progress Report Completion 1

Unavailability of all production Services

30 minutes Every 4 hours 95% < 4 hours, 100% < 10 hours 2

Business critical malfunctions

• ther than priority 1

1 hour Every 4 hours 95% < 1 working day, 100% < 2 working days 3

Unavailability of Services for groups of users

1 hours On request 100% < 7 working days 4

Unavailability of Services for and individual user

1 hours On request 100% < 10 working days

SLA for Incident and Change Management

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Incident Support Responsibility

END USER CUSTOMER PARTNER SaaSplaza

END USER ISSUE RESOLVES RESOLVES RESOLVES RESOLVES

Microsoft

Assessment Issue Type Assessment Issue Type Assessment Issue Type Assessment Issue Type

Local Issue Local Issue Functional Issue Cloud Issue Functional / Local Issue Functional / Local / Cloud Issue Microsoft Issue Microsoft Issue Microsoft Issue Cloud Issue External Issue Issue Report

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During the assessment and design phase, all necessary information is gathered and the solution will be detailed to finalise the scope of work for the deployment phase

Assessment & Design

In the deployment phase the designed and approved solution will be implemented and after testing the solution will be hand over to the partner or directly to the customer

Deployment

SaaSplaza’s commitment is to keep there solutions up-to-date in close cooperation with Microsoft. During the monthly Service Delivery management calls practical improvements will be discussed to ensure the best possible cloud experience

Continuous Improvement

When the solution is accepted by the customer the operate and support phase starts, meaning the solutions with pro- actively being managed, monitored and supported 24/7 ensure the quality of service as defined in the CloudCARE SLA

Operation & Support

SaaSplaza CloudCARE Methodology

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Connecting with Partners Business Plan Framework Agreement Pricing and Recognition Customers Go Live

› NAV Azure Trial › NAV Quick Scan

SaaSplaza Portals

› Deployment Models › Project and Delivery › Support › Service Levels › Joint Business Development › Kickoff Partner Sales

. .

› Partner pricing start from 1 user onwards › 31,50 euro per user for full NAV client › Pricing is pay per use, per month Included in pay per use pricing: Core infrastructure (Azure, NST, SQL, VM, storage) SaaSplaza SLA (24/7 monitoring, FTS, 99.9% application availability) Daily backup

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Offering Pay per User Dynamics NAV on Azure Pricing

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Partnership model Billing

OPTION OPTION OPTION 1: YOU BILL THE CUSTOMER OPTION 2: WE BILL THE CUSTOMER

› You set the Customer Price › You pay SaaSplaza the Partner Price › The more you sell, the bigger the discount on the Partner Price › We set the Customer Price › We pay you a commission based on Monthly › Recurring Revenue objectives – the more you sell, the bigger the commission

UPSELL ADDITIONAL MICROSOFT SERVICES

› Azure Managed Services › Office 365 › Power BI › …etc…

Microsoft Indirect Reseller Incentives

› DPOR › CSP Incentives (any applicable SKU) › Azure new customer adds (Customer Single Tenant) › Azure consumption recognition (Customer Single Tenant)

SaaSplaza Incentives

› Additional revenue share % › Marketing Co-funding › CSP PoC Access (max $10k or 60 days) › Specialist migration incentives

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Partner Recognition

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Working with Microsoft

Customer

NAV Partner SaaSplaza Microsoft

Microsoft Vision for NAV Partners

Existing Dynamics Partners

• Getting excited about the overall Microsoft move to the cloud.
• Understanding how Dynamics 365, with focus on Business Central

can help them to grow and extend their business and profitability.

New Dynamics Partners

• Deliver more Business Value to their customers by building

business solutions on top of the Microsoft Cloud and Dynamics 365 offerings.

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EVOLVE CLOUD VALUE

Services integrators ISV / IP partners Resellers Managed Services Professional services Government Manufacturing Retail & consumer goods Healthcare & life sciences Education Financial services Human Capital Management

Traditional Partner Ecosystem

Managed services Resellers ISV / IP partners Services integrators

Moving beyond core industry focus Expanding across multiple Business Apps Expanding Operating Models Enhanced value through partnerships

Evolving and Expanding Partner Ecosystem

AGENDA

Supporting our Partners Take Aways Partner Successes

3 4 5 6

Onboarding Partners

2

Introduction

1

Questions

. .

Tony Chocolonely is revolutionizing the world of chocolate. Building a global brand with 100% slave free chocolate. Delivering and managing the full Azure Cloud platform with self service capability, where the ABC Webshop portal is connected with an API to the SaaSplaza provisioning portal. Multitenant and Multi-instance Cloud

• n Azure for around 100 SMB’s, ranging from 2- 120 users

per SMB Deal started Q1 2011 in Public Cloud; currently running NAV2017 in Private Cloud EU&USA

BACKGROUND DEAL START SOLUTION HIGHLIGHTS

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ABC e-business is a specialized Value added reseller for small and medium business, enabling SMB customers on Microsoft Cloud, making it very simple for SMB’s to

• perate their logistics and finance systems.

VAR BACKGROUND

WHO?

The Ford Lincoln Motor Company operate more than 1,000 franchised dealerships in China, Japan, India, Indonesia and across South-East Asia.

BENEFITS:

Simplified roll out process with guaranteed consistency, ensures that each dealer is linked to more than 30 back-end systems.

SOLUTION:

Private Cloud delivery of incadea’s full Dealer Management System (DMS) application, which is built on Microsoft Dynamics NAV and CRM. “Ford Lincoln chose SaaSplaza because of their proven experience in delivering large-scale projects, with complex requirements, efficiently and effectively.” 44

AGENDA

Supporting our Partners Take Aways Partner Successes

3 4 5 6

Onboarding Partners

2

Introduction

1

Questions

. .

46

Enter the Azure world with confidence and leverage the power of Microsoft Cloud; Increase share of wallet; Grow your business and deepen customer relationship; Prepare for and accelerate onto Microsoft Dynamics 365 Business Central; Keep recognition as Microsoft Digital Partner of Record; Meeting your customers’ need for SaaS solutions.

Partner Gets

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Be Competitive against Born in the Cloud and DIY

1

Choice for you and your customer Full Microsoft Cloud portfolio and Support

Successful with Microsoft Cloud Solutions

Questions

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What’s Next!

Reach out to our team on welcome@saasplaza.com Work on a prospect

Thanks! Feel free to reach out to us

welcome@saasplaza.com