| 2017 Microsoft Cloud and Hosting Summit

| 2017 Microsoft Cloud and Hosting Summit

Talal Alqinawi, Senior DirectorErica Leigh, Business Strategy Manager

Cloud economics and the importance of selling business value to drive digital transformation

WW Hosting & Managed Service ProvidersMicrosoft

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

New Rev 1 1 1 1 1 1 1 1 1 1 1 1

New Rev 1 2 3 4 5 6 7 8 9 10 11 12

$78Year 1 Rev

$144Year 2 Rev

85%YoY Growth

& Vs.

Partner Opportunity

Partner Business Case

Governance and RoB for Launch

Contract Review

Set up Cloud tenant

Industry and Market Research

Customer Insights

GTM Best Practices

Offer Definition

Joint Execution Plan

Business Workshop

Proof of Concept

API Integration & Control Panel

ID Management

Order Management

Support and Billing

Offer Dev and Implementation

Technical Workshop

Value Prop

Content Strategy

Promotions

Customer Acquisition for New/Existing

Campaign Execution

Channel Mix

Reseller Enablement

Marketing Workshop

Sales Motions

Sales/Channel Support

Purchase Process

Channel Recruitment

Lead Management

Targets, Incentives, Compensation

Sales Readiness

Upsell Opportunity

Deployment Process

Provisioning

Assignment process

Deployment Support

Migration process and support

Workload adoption

Customer and User consumption

Customer Lifecycle Management Integration

Upsell/Cross-sell

Customer Support

Labeled

“Bundles”

Turnkey

Functional

InfrastructurePackaged

Extensions

Full Vertical

Solutions

Resell

Managed

Services

Offers

Differentiation

Valu

e

Partners

Michael Frisby

Managing Director

Pamela Carrillo

Cloud Strategy Director

Marc-André Fontaine

VP Marketing

Tatiana Ospina

Director Channel Sales Americas

Michael FrisbyManaging Director

Marc-André FontaineVP Marketing

Pamela CarrilloCloud Strategy Director

Sales

Management

ReadinessIncentives

Requirements

Continuous

Follow UpImprovements

Michael Frisby

Managing Director

Pamela Carrillo

Cloud Strategy Director

Marc-André Fontaine

VP Marketing

Tatiana Ospina

Director Channel Sales Americas

Updated version includes end-to-end partner customer journey, Skype and EMS

Engage better at every step of the partner

customer journey – the Transformation

Framework:

• Guides you through and assesses your

current stage in the journey

• Provides a maturity summary of each stage

• Provides resources and actions for next

steps based on maturity summary

https://www.microsoft.com/en-us/download/details.aspx?id=54839

CSP Cloud Power Up

Office 365 Enterprise Mobility Suite Dynamics 365 Azure

http://aka.ms/csppowerupregistration-reseller

http://aka.ms/csppowerupregistration-indirectproviders

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