MICROSOFT

NL TECHNOLOGY CHANNEL PLAN

OEM System Engineers EMEA | Hugo Leijtens

SE Partner Engagement Model

The Small Business Channel is mainly served by local resellers who resell hardware from the MNA accounts or build hardware themselves and implement software solutions. When you take a look at the channel there are a couple of steps before our software is sold.
To Distributor Through Disti To Partner To Partner Through Partner To End-Customer

MSFT

Distributor

Reseller / Partner

End-Customer

The SE can assist at every level. To Distributor In our Distributor meetings we can make sure the distributor knows all about our technology and help the salesforce train on our technology. These meetings are more a How-To-Sell training. Through Distributor To Partner The Distributor can organize events for their dealer channel. This way we can evangelize or train the partners with help of the Distributor and reach the breadth. Breadth contact is easily made through the Distributor. To Partner These are the activities that we manage at the Tier1 and targeted Tier2 accounts. Through Partner to End-Customer This can be achieved by co-selling. By helping the partner to enable him for better pre-sales he can close more deals and have a higher MSFT revenue per deal. The partner can organize sessions with several end-customers or more on a 1on1 focus.

How To Manage
To scale the SE in the Channel there are several resources that can be used to maximize performance and scale on capacity. Resources that can be used: TPTS for Certified Partners & SBSC TSC for Gold Certified Partners DPE for Breadth Training CPLS for Partner & Customer Training (External) PSS for Support Internet

Who is doing what

DPE can train the existing SBSC to get them on a higher level and have them integrate more Microsoft Technology. This will be done at the reseller/partner level where new types of scenarios based trainings will be delivered to the SBSC. CPLS can train the partners directly and through Distributors and offer training to EndCustomer. I can create a first-look clinic offering to every Office 2007 deal CPLS can also recruit new partners to join SBSC (shared interest and commitments) TPTS and TSC can help the partners directly through telephone based support (see partner program on wat TPTS & TSC can do)

The SE Role
Grow o o o Train Distributors Train all distributors once every 6 months Partner Engagement Continuously through events and direct engagement Co-Sell with partners to end-customers Targeted Partners and selected deals only Learn partner how pre-sales can create a higher value per deal

Drive o Train DPE on new Scenario Based trainings for SBSC o Train CPLS Trainers on new Technologies and evangelize Microsoft o Maintain CPE at Tier 1 partners o Breadth Activities Win o Secure new design-wins o Compete against targeted non-Microsoft technologies Innovate o Create technology innovations that adds value to the business

Partner Engagements

Tier 1 Tier 2 Tier 3

Tier 1 Partners Direct Engagements. Maximum number of 10 accounts including Named and Top SBC Partners. Focus with partners should be on : Technology readiness and pre-sales on new technology & evangelism Integration of Gold Partner ships and scalability with TSC Microsoft Certified Professionals and ability to implement solutions Build Relationships with every technical influencer, from CTO to engineer Production optimization Co-Sell Small Business Solutions Make sure they know where to get support, SE is not a support contact

Tier 2 Partners Presentations and sessions with DPE, Distributors and CPLS OPKServer for production optimization Identify potentials and grow their business Grow SBSC for more solution providers Breadth Communications through diverse methods: OPC, Livemeeting, Chatsessions, Website, Videocast, RSS and other distribution methods

Tier 3 Partners Breadth Communications through divers methods: OPC, Livemeeting, Chatsessions, Website, Videocast, RSS and other distribution methods

Tier 1 partners (Technical Sales)

All named accounts have this year a SE. Next to the Named accounts, the following partners are selected separated into Consumer and Business. Accounts are chosen with the AM based on current sales revenue, maturity and potential (Alternate has signed a contract in Germany) The Netherlands

Quote MyCom Named Paradigit Norrod Tulip XS2 Informatique (H2) Consumer Komplett (H1) SBC Complies TCP Benelux Business Micro-Square

What Products are influenced by SE engagement

Windows Vista Premium mix o Demonstrate the advantages of premium software towards CTO, sales and technical force and making sure the partners is ready to up-sell and build/implement o Co-Developing new design-wins and form-factors o Help partners differentiate themselves through technology o Explain the value of the platform o Production Optimization (OPK, WHQL, TTD) Office Systems o Evangelize OfficeReady and make sure the partner is ready to build/implement o Demonstrate the advantages of Office and Premium Skus Server o Demonstrate the advantages of premium software towards CTO, sales and technical force and making sure the partners is ready to up-sell and build/implement o Train engineers so implementation time will be shorter and quality will be higher o Make sure that engineers and pre-sales know how and where to get support o Co-sell solutions towards end-customers Live o Demonstrate the advantages of premium software towards CTO, sales and technical force and making sure the partner is ready build/implement

Targeted Design-Wins
Windows Server (SBS & 2008) o Complies o Micro-Square o Databyte o Schutte Systems Windhows Home Server o Quote o Complies o Quibus OfficeReady o Paradigit Live! o Paradigit o Complies o MyCom (OneCare) WHQL o Quote o Complies Vista SP1 o All Accounts

Breadth Activities (Technical Marketing)

Presentations o Provide technical presentations for OEM audience at roadshows and other events Internet o OPC Create and identify right technical documents for the OEM Partners Deliver content and partner contact moments based on chatsessions, livemeetings and or videos Evangelize o Chatsessions o LiveMeetings o Website / Blog o Newsletter o Videocast Press contact (knowledge source) o Technical channel magazines o Consumer technical interviews o Business technical interview o Help key-influencers with technol

Time Management
40% 15% 35% 10%

Tier 1 SBSC Breadth Innovation

Small Business Specialist Community

Maintain
Partners who qualify as Small Business Specialists have proven competency in marketing, selling, planning, and building solutions for small businesses. All active Microsoft Partner Program participants who meet the requirements are eligible to enroll online in the Small Business Specialist Community.

Recruit

SBSC
Enable

Enroll in the Microsoft Partner Program if youre not yet a member Your location must employ one individual who has successfully passed the Small Business Sales and Marketing Assessment o This scenario-based sales skills assessment is designed to test your knowledge in selling Microsoft solutions within the small-business market o Youll be tested on how well you understand the dynamics and dependencies of the small-business market, as well as the small-business value of several software solutions, including Windows XP Professional and Windows Vista, Office 2003 and the 2007 Microsoft Office System, and Windows Small Business Server 2003 o Further tests include the Microsoft Genuine Windows Advantage program and the appropriate software licensing programs for the small-business market. Your location must employ at least one individual who has successfully passed one of the following technical exams. o Microsoft Exam 70-282 - Designing, Deploying, and Managing a Network Solution for Small and Medium-Sized Business This credential is designed for IT professionals working in or consulting with small and midsize businesses that use Windows Small Business Server 2003 and Microsoft Servers. o Microsoft Exam 70-631 - Configuring Windows SharePoint Services 3.0 This credential is designed for IT professionals who can administer, deploy, customize, implement, or support Windows SharePoint Services 3.0. o Microsoft Exam 74-134 - Pre-installing Microsoft Products Using the OEM Preinstallation Kit This competency exam validates that individuals in a partner environment are capable of efficiently deploying multifaceted IT solutions and possess skills across multiple Microsoft products and technologies. A candidate for this exam should have experience installing Microsoft operating systems and applications using the OEM Pre-installation Kit (OPK). Registered Members of the Microsoft Partner Program must purchase a Microsoft Action Pack Subscription or Microsoft Empower for ISVs. The Microsoft Action Pack subscription is

managed at the organization level. It is only a requirement for each organization to subscribe to the Microsoft Action Pack, and not each location.

Microsoft Systembuilder Channel

HP Reseller Channel

Other MNA Reseller Channels

SubDi Reseller Channel

Engagement Model
Recruit Recruit and evangelize partners to become Small Business Specialist at partner events. Check alignment with Marketing and CPLS Focus on channel as per business priorities Enable Coordinate trainings sessions with DPE to provide scenario-based training to the SBSC on a regular basis to update their knowledge en enable them to up-sell a higher Microsoft Revenue per Deal with diverse Premium technology Provide technology update sessions with Distributors to partners Breadth Communications through diverse methods: OPC, Livemeeting, Chatsessions, Website, Videocast, RSS and other distribution methods Co-Sell, add pre-sales support on targeted deals Maintain

Small Business Specialist Community

Provide information about how to get what support Breadth Communications through divers methods: OPC, Livemeeting, Chatsessions, Website, Videocast, RSS and other distribution methods

Appendix 1 Determination Tier 1 partners

A way to determine which partners the SE should focus on, can be retrieved from the sales numbers. Based on the sales number, the partners can be plotted with a bubblepie. The size of the bubble is the total Microsoft OEM revenue. Partners in the upper right quadrant are the best executing partners in this model, while the partners in the left upper quadrant have room for growth. Office is mostly a sales effort, while Server and Windows can often by affected by the SE. To have a better insight in the partner, its better to look at the Technical Capabilities of the partner. This can be set on the bubblechart based on potential and performance. The size of the bubble is the total sales revenue. The Potential and Performance are based on the KPIs as defined in the model.

Consumer Partners - Technology Performance

450 400 350 Alternate Potential 300 250 200 150 100 0 100 200 300 400 500 Performance COM4 Trading B.V. Complies INFORMATIQUE Komplett B.V. Powerline Computers XS2 Europe B.V.

10

Business Partners - Technology Performance

500 450 400 350 Potential 300 250 200 150 100 50 0 0 100 200 300 400 500 Performance Aragorn B.V. Databyte B.V. Lesscher IT B.V. Megasellers Schutte Systems Tcp Benelux B.V. Temco Computers B.V. Micro-Square B.V.

Consumer Partners - Sales Performance

2000

1500 Office Systems Sales Alternate 1000 COM4 Trading B.V. Complies INFORMATIQUE 500 Komplett B.V. Powerline Computers XS2 Europe B.V. 0 0 5000 10000 15000 20000

-500

Windows Client Sales

11

Business Partners - Sales Performance

350 300 250 Windows Server Sales 200 150 100 50 0 0 -50 1000 2000 3000 4000 5000 6000

Aragorn B.V. Databyte B.V. Lesscher IT B.V. Megasellers Schutte Systems Tcp Benelux B.V. Temco Computers B.V. Micro-Square B.V.

Windows Client Sales

12