partner marketing community event
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Partner Marketing Community EventDec 10th 2009
AgendaTime Topic Speaker9.0 -9.30 Arrival and Coffee 9.30 – 9.45 Welcome & BMO Overview Richard Moore9.45 -10.15 Partner Marketing Strategy
ObjectivesConor Wickham
10.15 -10.45 Customer Campaigns and Messaging Sinead O’GradaDeclan FallerPamela Foley
10.45 -11.00 Microsoft Partner Network Demonstration of available marketing asset
Conor WickhamDeclan Faller
11.00 -11.20 Coffee Break 11.20-12.00
Driving Marketing Peter Lawless
12.00 -13.15 Networking Lunch
Breakout rooms & groupsAll
13.15 – 13.45 Microsoft Partner Service Bureau Overview of Service Offering Introduction to Service Providers PR Opportunities – How we can support.
Shoshanna Hayden - Jigsaw/ Declan Faller
13.45 – 14.05 Search Engine Optimisation How to optimise your site Drive increased traffic and leads to your site
David QuadPrimary Positions
14.05 -14.25 Telemarketing – Planning for Successful campaigns How to achieve quality lead generation 5 key success factors in telemarketing
John Drury / Liam FoleyInteraction
14.30 -14.45 Marketing Campaign Reporting Process Conor Wickham
14.45 -14.50 Wrap Up & Close 15.00 Mulled Wine & Mince Pies
Purpose of Today
04/19/2023
04/19/2023
We need your Input & Feedback
04/19/2023
Enjoy
04/19/2023
Chance to Win!
• Quiz• Ideas • Questions
Chance to Win!
• Quiz• Ideas • Questions• Great Prizes
Richard Moore – ‘BMO Lead’
04/19/2023
Subsidiary BMO LeadRichard Moore
Depth Marketing Manager
Sinead O’Grada
Breadth Marketing Manager
Declan Faller
Unmanaged Marketing Manager
Pamela Foley
Partner Marketing Manager
Conor Wickham
Biz & Mkt Operations Lead
Saoirse Fahey
Mary ConnollyGA and Breadth
Karan FerreiraEvents, CE, Depth
Helen HennessyCRMG
TBHUnmanaged
Paul WeaferWeb
Marek VelitsAnalyst
PR & Citizenship Lead
Orla Hogan
Clive EvansCommunity Affairs
GMPaul Rellis
FY10 BMO Organisation
Subsidiary BMO LeadRichard Moore
Subsidiary Business Group Lead - Server
Ronan Geraghty
Subsidiary Business Group Lead - IWRichard Moore
Subsidiary Business Group Lead - WCRonald Dockery
Liam CroninCSI Lead (PT)
GMPaul Rellis
FY10 BMO Organisation
Small Biz• 1 – 25 PC‘s • 220k Businesses
Mid Market • 25 – 250 PC‘s• 8500 Businesses
Enterprise, PS, Corporate Account• >250 PC‘s• Ent / PS = 53, Corp / PS = 230
Solutions Partners34 Partners
Telemanaged Partners
300 Partners
Unmanaged Partners600 Partners
Customer & Partner Overlay
Distribution4 Partners
LARs7 Partners
Custom D
evelopers + ISV‘s300 Partners
FY10 Sales Org Chart
Martin CullenSMS&P Director
Karl O’LearyPartner Sales Lead
Kieran McDonnellCorporate Sales /PS Lead
Mark McCroryDynamics Lead
Colin CassidyPartner Strategy & Programmes
Lead
SMB & D Lead (SMS&P Director)
Solutions Partner Org Chart
Karl O’LearyPartner Sales Lead
John HusseySolutions Partner
Manager
Ronan O’HalloranSolutions Partner
Manager
Patrick HerlihyPartner Technical Manager
Wilbour Cradock Partner Technical Manager
John O’DohertyLAR Partner Manager
Carmel PuechLicense Specialist
Denis CondonIW SSP (UC, OCS, SPS)
Mark FitzsimmonsIW SSP
Phillip FitzpatrickIW SSP
Mark GibsonSecurity & Identity
Richard BevanCRM & ERP SSP
Barry MacMahonSQL SSP
OEM + SMB&D Business
Kieran PenwillOEM Director
Henry JonesField Partner
Account Manager
James VizorField Partner
Account Manager
Martin ElliottField Partner
Account Manager
Colin Cassidy Partner Strategy & Programmes
Lead
Martin CullenSMB&D
Lead
Declan McGovernInternal Partner
Account Manager
Ciaran Keohane Distribution
Account Manager
Barbara O’SullivanInternal Partner
Account Manager
Ronan SlatteryMNA PAM
Dell, HP, Toshiba, Acer
Ryan OelofseInternal Partner
Account Manager
100
100
100
Partner MarketingConor Wickham
Partner Marketing ManagerMicrosoft Ireland
The Vision
• Microsoft Partners will be world class at reaching their target customers and communicating compelling value propositions
• Microsoft Partners will be supported with the best resources and marketing tools.
• Success– Sales Leads – Revenue($)
TPM Strategy
MicrosoftTeam
• New resources allocated to support Partner Marketing• Align of Partner account managers and marketing teams
Marketing
Tools
• Build marketing materials and tools to support Partners• Define campaign messages and Microsoft solution VP
Execution Service
s
• Develop Marketing Execution engine to support Partners• Access to a full range of marketing services & resources
Communi-cation
• Regular communication & feedback mechanism• Build learning and capabilities of marketing community
Partner Marketing
Microsoft Partners
Customers
Depth Customer Marketing (Sinead O’Grada)
(>250 PC’s)
Unmanaged Customer Marketing
(Pamela Foley)
Breadth Customer Marketing(Declan Faller)
(25-250 PC’s)
Partner Marketing Lead(Conor Wickham)
Messaging By Customer Segment
Enterprise (>250 PC’s)
• Saving Customers Money• Targets CIOs, TDM• Strong TCO justification
• Connect Engine supports• Event Promotions, Event
Facilities, Speakers, Case Study Development, PR, LinkedIn
SMB (5-250PCs)
• Why Invest in IT? IT helps meet your business goals
• Productivity, Win customers• Targets Business Owners, IT
Mangers
Partner Templates
Advertising Campaign
• MS Ireland investing $1M+ in helping make your market for Microsoft solutions.
• Campaign launch start of November 2009– Across print in all major publications relevant to IT audience, e.g. B&F, Irish
Times innovation magazine, E-Thurs, ComputerScope, Irish Computer etc…– Across online with rich media ads designed to appeal to IT audience e.g.
Silicon Republic, Technet, MSN etc..
• Drive traffic to local website – opportunity for partners to publicise joint MS/Partner events/offers etc..
22
Server Virtualization
Partner Email Templates
‘Because Its Everybody’s Business’ Global Ad Campaign Update
Advertising themes in Q2 (Oct-Dec 09)• Platform Layer
• Server Virtualization• Secure Messaging and Collaboration
• Product Layer• Windows Server 2008 R2• Microsoft Unified Communications
Advertising themes in Q3 (Jan-Mar 10)• Platform Layer
• Server Modernization• Business Intelligence
• Product Layer• Windows Server 2008 R2• Forefront• SQL Server
Print Ads – monthly schedule26
MEDIA BIEB Market Execution
November December January
Print - Newspapers and Magazines w/o 2nd w/o 9th w/o 23rd w/o 30 w/o 7th w/o 14th w/o 11th w/o 18th w/o 25th
Sunday Business Post - Computers In Business Magazine
Server Virtual - CTA register for event tbd
Sunday Business Post - Tech Pages Money & Markets
Server Virtual - CTA speak to Expert
Messaging and Collab - CTA UC event tbd
Irish Independent - EThursday - Tech Pages
Server Virtual - CTA speak to Expert
Messaging and Collab - CTA UC event tbd tbd
Innovation Magazine - Irish Times Server Virtual - CTA register for event
Messaging and Collab - CTA Sign up consult tbd
Irish Times - IT page Friday Business Section
Server Virtual - CTA speak to Expert
Messaging and Collab - CTA UC event
Messaging and Collab - CTA Sign up consult
Messaging and Collab - CTA Sign up consult
Messaging and Collab - CTA Sign up consult tbd
Business and Finance
Server Virtual - CTA speak to Expert
Server Virtual - CTA speak to Expert tbd
Knowledge Ireland
Messaging and Collab - CTA Sign up consult
Computerscope -MonthlyServer Virtual - CTA register for event
Messaging and Collab - CTA Sign up consult tbd
Irish Computer -MonthlyServer Virtual - CTA register for event
Messaging and Collab - CTA Sign up consult tbd
Smart Company - MonthlyServer Virtual - CTA register for event
Online Ads - schedule27
MEDIA BIEB Market Execution
November December January
w/o 9th w/o 16th w/o 23rd w/o 30 w/o 7th w/o 14th w/o 11th w/o 18th w/o 25th
Online
Irishtimes.com Win Svr 2008 R2 Banners
UC and Win Svr Banners
UC - Apprentice banners UC banners
UC and Win Svr Banners tbd tbd
Independent.ie Win Svr 2008 R2 Banners
UC and Win Svr Banners
UC - Apprentice banners UC banners
UC and Win Svr Banners tbd tbd
RTÉ.ieWin Svr 2008 R2 Banners
UC and Win Svr Banners
UC - Apprentice banners UC banners
UC and Win Svr Banners tbd tbd
Siliconrepublic.com Win Svr 2008 R2 Banners
UC and Win Svr Banners
UC - Apprentice banners UC banners
UC and Win Svr Banners tbd tbd
Techcentral.ie (Mediateam) Win Svr 2008 R2 Banners
UC and Win Svr Banners
UC - Apprentice banners UC banners
UC and Win Svr Banners tbd tbd
Etype IT NetworkWin Svr 2008 R2 Banners
UC and Win Svr Banners
UC and Win Svr Banners UC banners
UC and Win Svr Banners tbd tbd
IT Pro Network - Enn.ie Incisive, Netshelter
Win Svr 2008 R2 Banners
UC and Win Svr Banners
UC and Win Svr Banners UC banners
UC and Win Svr Banners tbd tbd
IDG NetworkWin Svr 2008 R2 Banners
UC and Win Svr Banners
UC and Win Svr Banners UC banners
UC and Win Svr Banners tbd tbd
Newstalk.ieWin Svr 2008 R2 Banners
UC and Win Svr Banners
UC and Win Svr Banners UC banners
UC and Win Svr Banners tbd tbd
CNET.com Win Svr 2008 R2 Banners
UC and Win Svr Banners
UC and Win Svr Banners UC banners
UC and Win Svr Banners tbd tbd
MSN.ieWin Svr 2008 R2 Banners
UC and Win Svr Banners
UC and Win Svr Banners UC banners
UC and Win Svr Banners tbd tbd
Theregister.co.uk Win Svr 2008 R2 Banners
UC and Win Svr Banners
UC and Win Svr Banners UC banners
UC and Win Svr Banners tbd tbd
MPN Portal
• Marketing materials – e-mail templates, event
invites, web banners, keywords, call scripts, sales tools etc
• Customisable by Partner with logos, messaging, call to action.
• Digital Marketing Resources and tools Webinars, SEO
Partner Marketing Challenges
• Need ideas on how to market my solutions• Marketing often reactive, follow up challenges• I don’t have the resources!• Need to use different external agencies• Varied return on marketing investment
Partner Marketing Bureau
Bureau
Package 1Get Going
Package 2 Integrated Marketing
Package 3Web
Marketing
Package 4Drive to Events
Other Services
Benefits• Single point of contact• Access to full, integrated
range of marketing services• Campaign managed by
Project Manager• Knowledge of Microsoft –
time to market• Attractive pricing• Use MS Club funds
• Database • Video Production• Case Study creation• Consultancy• event management• SEO• Telemarketing
Communication with You
Partner Marketing
Event
Marketing Webinars
Existing Channels
•Quarterly Event, in Microsoft•Update on campaigns, feedback•Special Features, speakers, Learning
•X 2 per Quarter and as needed• Focus on supporting implementing marketing• Specific campaigns, programs
•Partner Newsletter, monthly•MPN•Partner Community Event
Our Expectations
Planning
• Marketing is part of your business plans
• Marketing plan templates provided
• Complete by end Oct.
Measurement
• Agree Key metrics• Process to monitor,
record and track effectiveness
• Reach, Frequency, Yield
• Review progress at PAM/TPAM meetings
Reporting
• Details on campaign metrics• # invites sent,
response to mail, event attendees etc
• Report Templates• Assess ROI
Success Measured by # Leads & Revenue Generated
Next 60 Day Asks
• Start to Plan Marketing activities for Q1 (Jan-Mar)– Specific goals, measureable
• Identify opportunities to use Marketing Bureau– Contact: Shoshanna Hayden
• Make Marketing part of the Partner Business Plans and COS
• Use The Microsoft Resources– MPN Portal partner.microsoft.com– Use Microsoft facilities – Envisioning Centre, Rooms – People
Useful Resources
Microsoft Partner Program
Worldwide Partner Marketing Center Home
Microsoft Partner Program Web pages
Digital Marketing content:
Webinar Services for Microsoft Partners
Social Marketing
Marketing in the Digital Age/Web Promotion
Webinar Series: Secrets to Generating Targeted Leads
Practical Search Engine Training Course
Recommended Reading : Online Marketing Guide Social Media Playbook Web Analytics: Making Sense of Website Metrics Social Marketing Analytics Guide (Web Metrics and
SEO White Paper)
Campaign Templates and Resources
All up campaign page
Specific Business Value Campaign AssetsUpgrade your DesktopVirtualization & ManagementOffice No Better TimeCommunications & CollaborationBusiness ServerSmall and Midsize Business Value CampaignEnvironmental Sustainability
The New Efficiency CampaignOverviewThe New Efficiency Launch Event-in-a-Box
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