Microsoft Partner Infrastructuur Business Update 2010

Marius SpijkerboerPartner Account Manager4 februari 2010

Agenda

10.00 Opening Marius Spijkerboer

10.10 De markt, de resultaten en de partnerstrategie Diane Janknegt

10.30 Microsoft Infrastructuur business prioriteiten Frank Muller

11.00 Pauze

11.15 Partner sales en technical readiness programma’s Peter Heldens/Wim van Vliet

12.00 Partner Programma Renata Bignardi

12.20 Lunch

13.00 Product - Technical Tracks & Sales - Marketing Tracks

15.50 Pauze

16.00 Cloud computing: Microsoft’s Online strategie Peter de Haas

16.40 Next wave of Growth Arjan Oude Kotte

17.00 Samenvatting en afsluiting Marius Spijkerboer

17.15 Borrel

Parallel tracks

Product & Technische tracks1. De optimale werkplek met Windows 7 en Office 20102. Virtualisatie: “ From desktop to Datacenter”3. De communication en collaboration markt4. Het belang van security en het Microsoft security platform

Sales & Marketing tracks5. De Microsoft salesaanpak en verkoopkansen 6. Microsoft marktaandeel en partner capaciteit per thema7. Microsoft licentiestrategieën8. Marketing campagnes naar klanten en partners

Diane JanknegtManager Partners4 februari 2010

De markt, de resultaten en de partnerstrategie

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Overall update, onder het mom van….

De (IT) markt het afgelopen half jaarJuli-december 2009 (H1 FY10)

"When other countries sneeze, the Netherlands catches the cold“ - Expression underscoring the open nature of the Dutch economy, which leads to an average

slower recession recovery.

Economy1) Steep fall in GDP during 2009; no proper recovery until late 2010 (FY10 -1.7%)

2) Consumer spending has declined in 2009 -/- 2.6% and forecast 2010 of -/- 0.2%

3) Internet penetration of 87,5% (+0.8 pts)

4) Continues consumer savings efforts and an ongoing restriction in credit provision.

IT Market Summary1) Total SW spend: FY10 +3.3%

2) Total PC shipments: FY10 +1.9% - driven by consumer PC’s (+5.8%)

3) Server shipments: FY10 -14%

4) Customers are stalling server hardware refresh and OS upgrades, and applying tighter budget

control

5) Win Server share: +8.3pts in FY10 from 68.3% to 77%, with Linux declining -8.9% from 28%

to 19.1%.

6) Windows Share stabilizing in Web Server market 38.84%.

Microsoft NL het afgelopen half jaar

Results:•Microsoft Netherlands overall performance +6% YOY in H1.

•SMS&P performance H1: - 4% YOY (vs 10% YOY H1 FY09)

•SMS&P Full Year FC +3% YOY

•Future growth can only be driven by long term investments in channel!

Investment in Microsoft people•7 Corporate Inside Account Managers (CIAM’s)

•4 Corporate Program (account) Managers

•2 BPOS Partner Account Managers (Cloud Computing)

FY11 Next wave of investment needed in Partner Sales & Recruitment

Klantfocus 2010: Corporate Accounts (1750 named accounts)

Partnerfocus 2010

Wijzigingen in managed partner strategie

1. Nieuwe voorwaarden Microsoft Partner Network (MPN)

2. Meer beloning voor technologie beïnvloeding

3. Meer focus op omzet beïnvloeding (naast deployment)

Nov 2009

CSAT For Gold3 Core IO Competencies

CSAT enforced for GoldCompetencies re-namedSpecializations merged/elevated to competency

May 2010

Remaining “Standard” Competencies

Launched

Exam changes enforcedCompetencies re-namedSpecializations merged/elevated to competency2 net new competencies

Oct 2010“Advanced” competencies

Launched

28 “Advanced” competencies New requirement enforced for “Standard”3 net new competencies Points/Levels Retired

Oct 2010+

New Requirements Enforced

Sales ObjectiveISVCloud Services??

Verandering 1: Microsoft Partner Network

Voor meer informatie over de veranderingen binnen het MPNRenata Bignardi renatab@microsoft.com of 020-5001170

Competentie roadmap

Ingewikkeld?

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Verandering 2: Meer beloning voor technologie beinvloeding

1. Meer fees voor technologie beïnvloeding ( = solution & technology advies )

2. Pilot voor “deal registration”

• Virtualisatie projecten (System Center Server)

• Desktop OS (Windows 7 Enterprise + MDOP)

3. Voorwaarden: Partner Business/Solution Plan, Pipeline, Reference wins etc .

Meer beloning voor technologie beïnvloeding

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Verandering 3: Meer focus op omzet beïnvloeding (naast deployment)

 

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Doelstellingen Partner Team in FY10

• A highly accountable partner sales model

• A strong focus on gaining competitive share

• Driving license execution cross segment

• Winning ISV Share and Revenue

• Best technical/pre-sales Partner Support

Wat betekent een ‘accountable’ partner team?

1. Individual accountability per PAM

2. Pipeline Management met alle managed partners

3. Cross-segment accountability (EPG- CA- SMB)

4. High personal Integrity

5. Right Focus on the Right Partner

Mee eens?

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Wat bieden wij u als partner ?

1. Partnerships vastgelegd in business agreements

2. Solution development en readiness planning (Practise Builder)

3. Joint account management

4. Samenwerken in joint salescycles (PSM)

5. Deal Registration Fees

6. Lead generatie in joint marketing acties

7. Pre- technical sales support

8. Microsoft Services support

Centraal aanspreekpunt en “trusted advisor”: Partner Account Manager

Support voor onze Managed partners

Samenvattend

We gaan …..

1. Voor groei.

2. Voor marketshare.

3. Investeren in de juiste scenario’s

4. Een beter business model met Microsoft

5. Samenwerken om elke klant te winnen.

6. Microsoft Finance & S&S verder stimuleren.

7. Gezamenlijk succesvol zijn met onze partners!!

P.S. Worldwide Partner Conference – Washington 11-16 juli 2010

WPC Washington in juli, echt doen want….

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Vragen?