Cloud Adoption Profitability Playbook for Partners

Transcription

1 Cloud Adoption Profitability Playbook for Partners

2 Cloud adoption profitability playbook Objectives To share the opportunities and best practices for driving adoption of Microsoft cloud services To provide tools and resources for Partners to realize increased profitability through IP (Intellectual Property) Services, Managed Services and Project Services business models Contents The cloud opportunity The value of cloud adoption Why Microsoft Best practices & scenarios Data and reports The cloud opportunity is growing fast Cloud partners are outperforming their peers Cloud partners are evolving their business models The Partner opportunity What does cloud adoption mean for partners? Case Study: Eastridge The Microsoft hybrid advantage Momentum, together Partner growth with Microsoft cloud services Your success is the key to entry Setting partners up for success Best practices for driving adoption of cloud services Steps to driving a successful adoption Pillars of customer lifetime value (CLV) strategy Keeping end customers loyal tactics Key resources for all cloud services Office 365 Microsoft Azure Microsoft CRM Online MPN Online Services Dashboard Become a Delegated Admin Setting up and getting access to the O365 Partner admin center How to access reports Viewing your customers service health Reporting roadmap Get started on reporting Next steps

3 Why cloud adoption? Cloud and Managed Services opportunities are growing and are profitable There has been a shift amongst customers as they learn about the values of the cloud and look to realize the promise of scale and productivity. Customers are engaging in cloud IT and business transformation because they want to solve business challenges, and these opportunities are growing for partners. According to the IDC Partner Profitability ebook, it is clear that top-performing partners are incorporating cloud as part of their overall successful business model and are seeing higher revenue per employee, higher gross profit, higher customer acquisition, and faster growth. Adoption is at the center of everything In the past, many IT transformations were so complex and technical that often the outcome of the solution was over-looked. Instead, the IT transformation itself became the focus. Those days are gone. The focus on adoption can and should be at the center of any cloud transformation. A clear and targeted focus on adoption will help improve the success of your projects, because adoption is the focus on people using your solution. It is the adoption of your cloud services solutions that will drive the results and outcomes your customers are looking for, and will label your project a success. Microsoft s leading cloud services + Microsoft s Partner Network Microsoft is paving the way for customers to tap into differentiated hybrid solutions through a full suite of cloud services that users know and trust. Microsoft s Partner Network wants to help you use engagements as opportunities to grow and nurture accounts, create new recurring revenue streams, and drive greater customer satisfaction and loyalty by focusing on cloud adoption. By 2018, the managed services opportunity will reach $256 billion 1 By 2018, the public IT cloud services market opportunity will reach $127 billion 2 1. Markets and Markets : Managed Services Market worth $ Billion by 2018(c) 2014 M2 COMMUNICATIONS 2..

4 The cloud opportunity

5 The cloud opportunity is growing fast $127B United States; 44% Japan; 4% Worldwide Public IT Cloud Services Revenue in Emerging Markets; 21% Latin America; 5% Central and Eastern Europe; 1% Middle East and Africa; 1% Asia/Pacific (excluding Japan); 14% Public IT cloud services spending reached $47.4 billion in 2013, and will grow five times faster than the IT industry as a whole Emerging markets will grow 1.8X faster than developed markets and by 2017 will account for 21.3% of the public cloud opportunity Canada; 2% Western Europe; 29% $256 B The managed services opportunity by IDC study commissioned by Microsoft 2 Markets and Markets : Managed Services Market worth $ Billion by 2018(c) 2014 M2 COMMUNICATIONS

6 Partners generating more than 50% of their revenue from the Cloud have: 1.6X the recurring revenue as a portion of total revenue vs. other partners 1.5X the gross profit % vs. their less cloud active peers 1.3X higher new customer ratio vs. other partners *2014 IDC study commissioned by Microsoft

7 Cloud partners are evolving their business models Find the right combination of business models for short term profitability and cash flow and longer term valuation Project Services Billable hourly-rate services Work-for-hire and break/fix solutions Deal-by-deal revenue Cloud consulting services TCO/ROI analysis based on Azure Embed Azure in service-line offerings Deliver high-impact sales scenarios Managed Services Billable packaged services Solutions & Services, as a service Ongoing annuity IP Services Value based, unique UP Packaged Product Services Valuation This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

8 The value of cloud adoption

9 The partner opportunity Cloud adoption is achieved when customers use the service on a regular basis, realize the value of the service, and the service becomes critical to their daily lives and work. By focusing on driving adoption you can: Use the cloud to create a continuous revenue stream Increase customer satisfaction, retention, and loyalty Grow and extend your opportunities with customers

10 What does cloud adoption mean for partners? Help customers along the journey Create an adoption plan with your customer focused on business outcomes Become the trusted business IT advisor Add new offerings to what you already do See real results Higher customer satisfaction Increased managed services recurring revenue rates Increased revenue through new offerings and higher services attach rate Source: Microsoft

11 Case Study: Eastridge Watch Video Now This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

12 Why Microsoft Accelerate your business FASTER

13 The Microsoft hybrid advantage Microsoft offers a comprehensive, differentiated suite of cloud services that customers want and trust. With these services, you can streamline your offerings across a platform that provides customers choice and flexibility to solve their business challenges and achieve real outcomes. Source: Microsoft

14 Momentum, together! $2.5B Run Rate Fastest Growing Business! 21 Months of consecutive tripledigit growth 1K New Azure customers per day 1.2M Businesses & orgs using Azure AD 4.25M Users and 40K customers 40 Consecutive quarters of double-digit growth 77% Fortune 500s purchased in last 12 months 3/4 Customers deployed by partners 57% Fortune 500 Companies Using Azure 2X Compute & storage capacity every 6-9 months 2X Subscription revenue per partner over 2 yrs 15% CAGR thru 2018 for CRM app software

15 Partner growth with Microsoft cloud services InfinIT Microsoft cloud services have been a tremendous factor in accelerating the growth of our business We see growth coming at both ends of the market. Cloud sales up 336% in a year, 500% growth projected Provoke Cloud services elevates the customer conversation. We re talking to parts of the business that are outside of traditional IT. We re talking to CFOs and CEOs about the strategic value of the cloud to their business. Cloud revenue climbing 200% year by year imason We expect to see our traditional, on-premises business decline and our cloud business expand. By adopting the cloud now we expect to continue to grow throughout the transition. Increased revenue by 30%, margins by 15% Spikes Adopting Microsoft cloud services was clearly the right move for us. We can leverage our expertise in new and broader ways. We can sell to more customers, and we can sell more to existing customers. Increased repeat business by 150% This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

16 Your success is the key to entry Enter at Silver level at no cost * Unlock the benefits of partnership by simply growing your Cloud business We offer competencies for Microsoft Office 365, Microsoft Azure and Microsoft Dynamics CRM that partners can qualify for through proven cloud performance. Enter at Gold level at a reduced fee Cloud Productivity Small & Midmarket Cloud Solutions Pass Technical Exam Unlimited cloud support Additional internal use rights and Azure development and test environments Cloud Platform Cloud Customer Relationship Management Grow your Cloud Business Customer References & Satisfaction Partner incentives and access to special offers Guaranteed account management at the Gold level Priority placement in Pinpoint customer marketplace * Silver entry fee promotional through June 30, 2015

17 Setting partners up for success Enter at Silver level at no cost * Partners earn additional benefits and support by reaching these performance requirements: Enter at Gold level at a reduced fee Cloud Productivity Small & Midmarket Cloud Solutions Cloud Platform Cloud Customer Relationship Management * Silver entry fee promotional through June 30, 2015

18 Best practices, scenarios & resources Cloud Services

19 Sell with the intent to drive customer lifetime value Sell the value of the business outcome to buyers Position the value of managed services for postdeployment challenges Integrate with other line of business (LOB) applications Increase customer penetration by identifying upsell and/or cross-sell opportunities and next logical purchases Key adoption insights from top partners Sell it right and take a staged approach to cloud deployment to increase adoption rates. Utilize the trusted advisor status with your customers to give recommendations and advice regarding adoption activities. Use Microsoft releases of new features in the cloud to cross sell and upsell services and training opportunities. Create train the trainer sessions with super users and IT staff. These engagements tend to increase satisfaction and adoption. This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

20 Sell It Right Implementation (Deploy) Drive Usage & Customer Value Grow & Extend Close every deal with a viable Deployment Plan in place, including a clear path for the customer to fully utilize the solution. Make the service available to use. Deployment includes remediation of the customer s infrastructure and integration with the cloud service. Identify business scenarios, create an adoption plan, launch the program, measure, and iterate. A comprehensive usage plan will include executive support. Validate value delivered and drive both the addition of new users and the implementation of new workloads and scenarios across the organization. Customers must incorporate the service into their daily lives to realize value. Adoption represents a state of satisfaction with the service and sustained usage over time. This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

21 Driving CLV requires establishing and maintaining customer loyalty through providing ongoing service & support, anticipating & meeting customers changing needs and making it easy for the customer to engage and buy. Service and Support Puts a Customer Relationship First Define service & support approach Develop customer loyalty to retain customers over time Increase Value Over Time Understand and optimize for ongoing needs and enhanced value delivery Define how to keep current and advance business models (offerings, services, new products) Track core metrics closely (churn reduction, seat assignment, usage stats) Ease of Doing Business Make it easy for customers to do business with you Reduce friction, be intuitive & practical in all of your customer interactions Use a targeted marketing strategy that enables customers to self educate

22 Partners play a vital role throughout the customer lifecycle in engaging the customer and driving loyalty and adoption. Deployment Value Confirmed Telling & Listening Value Enhanced Prepare for Resale Value Expanded Close Resale Value Renewed Secure user adoption and drive up consumption: Welcome the customer Provide deployment support & training Assist with migration from On- Premise to cloud Assign Users Designate Partner of Record Provide support options Follow up & check in Validate customer in their purchase Hold continuous touch points to learn more about the customers needs: Share new features and capabilities Provide business insights and best practices Evaluate CSAT and key drivers Offer freemium services & loyalty builders Detect evolving needs and potential blockers Staff dedicated Retention / Upsell Reps Identify renewal, upsell and/or cross-sell opportunities: Align offers with customer needs Identify next logical purchases (complimentary or net new, etc.) Price out offers, discounts & promos Prepare Re-bill Identify optimization opportunities for close of sale: Invoice Process Transactions Promo, offers, financing Negotiation Identify potential win-backs New onboarding Reward your Retention Reps for Customer Lifetime Value

23 Partner Tools Disti Bootcamps: In-person trainings and digital training focusing on the ModernBiz campaign, Microsoft Online Services, Windows + Devices and partner economics. Check your local subsidiary and or distributor for more information. Learning Paths : Provided to help partners access sales, marketing, and technical trainings for Online Services Practice Accelerator for Data Center Infrastructure and Management : This Practice Accelerator can help partners quickly design and implement a virtualization platform that provides a solid foundation for IT development, and the foundation for private cloud solutions Cloud SureStep : A three-phase process that helps partners make money with Microsoft Online Services Partner Admin Center : Single experience to manage Office 365 on behalf of your customers as well as create trial and purchase offers. Steps to activate can be found here Online Services Dashboard : The Online Services Partner Dashboard helps resellers and distributors track the status of their customers subscriptions for Microsoft Office 365, Windows Intune, and Microsoft Dynamics CRM Online Pinpoint : Microsoft Marketplace to help customers find the right partner Internal Use Rights Licenses : Learn about software benefits for Microsoft competencies to run their business and for internal employee training Support Premier Support for Partners : This customizable managed support offering gives partners access to the latest information, guidance, and expert assistance they need to meet their customers needs. Benefit from hands-on collaboration and customized training, partner-exclusive workshops, guidance from a technical account manager, and more Partner Advisory Services : Assists partners in all stages of the sales cycle: Sell, Deploy, Support

24 Best Practices The best practices provided are based from partner case studies with current evidence on how successful partners have focused on adoption to drive their cloud business. Scenarios The scenarios provided are examples of ways to drive usage and help ensure adoption, with opportunities to grow and extend your business. Resources Each service has partner tools, support and offers that you can leverage to help drive your cloud business forward.

25 Office 365 adoption best practices Offer services around Office 365 such as managed services, migration, guidance, and architecture Develop a customer adoption roadmap; find initial solutions, then fill forecasted gaps Shift from traditional IT customer conversations to more business/marketing by focusing on personalized insight, mobile productivity, and enterprise social connectivity, etc. Lead with the following scenarios when driving adoption of Office 365: This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

26 Opportunities to grow and extend: Position Office 365 as the way to get work done from anywhere by leading with the following scenarios: Show customers how they can be productive on any device Share with your customers that they can use their favorite device to access Office 365. Show how when they do so, everyone can edit or share files from a phone or collaborate from a tablet. Position Office 365 as they way they can get everything they need with a consistent experience across devices. Show customers how employees can work together seamlessly Highlight how employees can stay on task and never miss a beat as they create documents, edit, and collaborate with others in real time. Position Office 365 as the means by which teams stays in sync and get things done faster than ever. Position Office 365 as the way to make work shine When talking with customers, emphasize the ability to create polished documents, present professionally, get valuable insights from data, and work together with ease with Office 365. Inform customers that Office 365 is their familiar Office they know and trust, only better. This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

27 Opportunities to grow and extend: Position Office 365 ProPlus as a full suite of rich productivity apps, now available as a service Customers can have their Office when and where they need it Emphasize how customers can get a rich Office experience online and offline, as well as how they can customize Office for their business and mobile needs. Show how Office 365 ProPlus roams documents and settings across devices and highlight how dictionary and theme settings, recent documents, as well as the last page or slide a customer was working on, go with them across devices. Highlight how users can switch from device to device and maintain a cohesive, productive experience. Customers can now take their Office wherever they go Position Office 365 ProPlus as a way for customers to experience a familiar office experience on PC, Mac, tablet, or phone. Office 365 ProPlus includes the ability to use multiple devices on a single subscription. Highlight how Office 365 ProPlus gives customers full control of their office Show how easy it is to deploy from the cloud, or use your existing software management tools and processes, to get up and running fast, and how they will always experience the newest Office. This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

28 Opportunities to grow and extend: Position Exchange Online as the way to make it easy to communicate more effectively through the following scenarios: Customers can do more with Remind customers how they need that s simple and powerful. Position Exchange Online as their calendar on the go. Share how employees will have 50GB of storage for all their messages and the ability to send an up to 25MB. Show customers how to take control of their inbox Share how customers can help employees stay focused on what s important with easy visibility into the messages that matter most. Emphasize how achieving this result means that teams are more efficient and can use efficiently to get work done. Highlight how to simplify scheduling Indicate that Office 365 and Exchange Online is the perfect team tool that lets employees check calendars and retrieve contacts from any device. Share how this will allow employees to avoid scheduling hassles by easily sharing calendars and viewing other s availability. This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

29 Opportunities to grow and extend: Position OneDrive for Business as the best way to store, sync, and share files by leading with the following scenarios: Customers can access and edit files from anywhere Share how with 1TB of personal document storage, all employees can store files online to access them from anywhere with PC, tablet, or phone. Highlight how easy this makes collaboration and project management. Show customers how to securely share with others Highlight how customers can share documents efficiently to keep everyone in sync. Show how files are private by default, so that customers don t have to worry, and can be shared inside or outside their organization, allowing others to edit or review in real time. Share how employees can team up on documents When talking with customers, show how easy it is to quickly loop in colleagues to work together in realtime on content. Highlight how everyone can participate and changes are automatically tracked to save time and efficiencies. Show how users can be mobile and still work together reviewing and defining files online and offline. This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

30 Opportunities to grow and extend: Position Lync as the way to connect people everywhere by leading with the following scenarios: Show customers how to meet from anywhere Share with customers how Lync lets people connect from anywhere, on virtually any device. Show how easy it is to set up meetings on the fly and join meetings from Outlook or the Lync mobile app. Position Lync as a simpler way to stay in touch on the go. Position Lync as the one place for meetings When talking with customers, highlight how easy it is to find and connect with people anywhere, across devices. Show how to set up meetings on the fly or in advance and how meetings are always just one click away. Indicate how with Lync, customers can host or join meetings with HD video for small to large groups. Highlight how to present and take notes Show customers how during meetings, Lync lets your team take notes together in real time and record all the details to keep everyone on the same page. This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

31 Opportunities to grow and extend: Position Yammer as the way to work like a network by leading with the following scenarios: Social Collaboration When companies work like a network with social, they re able to improve collaboration inside and outside of the organization, adapt more quickly to change, and drive more impactful results. Show customers how making collaboration social enables employees to work better together internally, collaborate beyond business, and make smarter decisions. Connected Workforce Emphasize how over 400,000 companies worldwide use Enterprise Social to engage, inform and connect employees. Share how the results are a closer, more connected workforce regardless of location, an informed and empowered workforce, and an engaged workforce. Social Sales Show social sales can help customers zero in and focus on what matters most to increase the time spent selling to the most promising leads. Show how customers can win faster by creating personal, targeted experiences that help accelerate the sales cycle. Emphasize how customers can sell more and grow their business when they work like a network. This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary. Like

32 Partner Tools Cloud Productivity Competency : The Cloud Productivity Competency is for partners deploying Microsoft Office 365 for enterprise customers Small and Midmarket Cloud Solutions Competency : The Small and Midmarket Cloud Solutions competency is for partners selling Microsoft Office 365 to small and midmarket customers Customer Immersion Experience : Provides business professionals a chance to get real world experience with the Microsoft Business Productivity Platform Office 365 Success Center : Browse through our scenarios, adoption methodology, and resources to learn how to get the most out of Office 365, quickly get your team onboard, and drive adoption Office 365 Partner Network : A Yammer network for Office 365 partners to connect with each other Office 365 Deployment Usage Campaign : The resources in this campaign can be used to help your customers start using and deploying Office 365 Office 365 Summits : Office 365 Summit is traveling around the world and delivering technical and sales training direct from the source with Microsoft experts. Sales and Technical Readiness content for IT Pros and Partners can be found on the Office 365 Summit site Drumbeat : Drumbeat is the Office 365 sales readiness program for partners serving the Enterprise segment

33 Partner Offers Fast Track : FastTrack enables qualified customers to quickly get started with Office 365 and move to widespread use and includes a partner attach motion called QuickLeads Office 365 Adoption Offer : Microsoft is investing in adoption activities for all customers that buy at least 150 seats of qualifying Office 365 SKUs between September 1, 2014 through March 31, 2015 Support Microsoft Office 365 Deployment Shadowing Service : A new offering focused on supporting partners throughout the lifecycle of an Office 365 migration. This offering will accelerate the enablement, presales, and deployment of partner-led Office 365 customer engagements Signature Cloud Support : A team focused on providing technical support for partners who are deploying or supporting their customers on Office 365. Partners in the Cloud Productivity Competency or Small and Midmarket Cloud Solutions Competency have unlimited access to this team

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35 Microsoft Azure Best Practices The best practices provided are based from partner case studies with current evidence on how successful partners have focused on adoption to drive their cloud business. Scenarios The scenarios provided are examples of ways to drive usage and help ensure adoption, with opportunities to grow and extend your business. Resources Each service has partner tools, support and offers that you can leverage to help drive your cloud business forward.

36 Microsoft Azure adoption best practices Migrate customer SharePoint sites to the Cloud to interoperate with Office 365 Develop apps on Azure for ios, Android, Windows phones and tablets that are highly-scalable and self-managing Deliver an efficient hybrid identity management solution including single sign on from multiple devices, self password reset and enhance security through Multi Factor Authentication (MFA) Help customers achieve elastic scale through burst data & Business Intelligence (BI) computation to the cloud, run Disaster Recovery (DR) for your databases (DBs), and integrate Hadoop (HDInsight), Oracle, etc. Manage a customer s infrastructure based on need with instantaneous elasticity and pay for what you use approach Extend your datacenter with on-demand resources managed by familiar tools Build high scalable web sites for immediate campaigns on Azure Utilize Cloud development and test environments to build complete, on-demand environments for application development Lead with the following workloads when driving consumption of Azure: Modern Datacenter Data Insights Modern Apps People Centric IT This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

37 Azure opportunities for the Modern Datacenter Opportunities to grow and extend: Hybrid Storage with StorSimple Extend your customer s on-premises datacenters to the cloud. By enabling this scenario for your customers you can offer additional solutions such as hybrid storage and Microsoft business continuity through Windows Server features/capabilities such as Hyper-V Replica, Live Migration, and Storage Spaces. Provisioning SharePoint Test & Development Infrastructure Evolve from project-based services to providing managed services to offering intellectual property (IP) as part of a managed services offering. Leverage preconfigured SP farms for dev/test of SP workloads and apps with no upfront physical server purchase. Create and test SharePoint applications and easily migrate to on-premises or cloud production environment without code changes by establishing a direct VPN connection. Running Microsoft Workloads & LOB apps including OSS on IaaS Help your customers increase capacity within minutes and at the same time reduce and optimize their datacenter footprint bringing cost savings. Microsoft has come a long way to support a mix of app languages and frameworks including Open Source. Windows Server 2003 End of Support A potential of 22 million servers require modernization. The total potential partner services opportunity amounts to $6.1B*. Your customers must take action; have conversations with them about a remediation plan and help them make the move to Windows Server 2012 R2 and Microsoft Azure IaaS. *Microsoft internal analysis in This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

38 Azure opportunities for Data Insights Opportunities to grow and extend: SQL Server Disaster Recovery & Backup Position Azure as a way to reduce storage total cost of ownership by 60%-80%. Show customers how to consolidate primary, archive, backup and Disaster Recovery (DR) through seamless integration with Azure. Highlight Azure Site Recovery services and how to leverage integrated solutions with StorSimple, Hyper-V Replica, SQL, Veeam, Commvaut, evault, etc. Provisioning SQL Server Test and Development Infrastructure Help your customers speed time to market, reduce project overhead, secure, redundant source code and reduce overall test/dev costs by provisioning VM s in minutes. With Team Foundation Server availability in Microsoft Azure you can now have a consistent application lifecycle management policy from on-premises to Azure as well as secure redundant source code. Provision SAP Test & Development Infrastructure SAP and Microsoft have tested and certified Azure infrastructure against the same standards as those used for on-premises. Your customers will experience increased agility and can provision SAP instances within 20 min. experiencing cost savings as much as 40-75% in TCO for SAP apps by stopping instances when not in use and up to 60% on storage. Running SQL Premium/Database Services (websites) Share with customers how easy it is to build highly scalable web sites for immediate campaigns. Emphasize how Azure Web Sites allow customers to quickly design and deploy highly scalable, redundant custom web sites with zero capital investment. * This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

39 Azure opportunities for Modern Applications Opportunities to grow and extend: Build Mobile & Web Applications Build long-term, value-added services with enterprise mobility. Enable your customers to provide a consistent and personalized experience for users across a wide range of devices. Protect customer information by centralizing data, classifying information and controlling access to the datacenter. Create a central, integrated system for managing all PCs and devices across the business and into the virtual workplace. Using Azure for Development and Testing Enable application innovation for your customers. Application development is an important strategy for business today to differentiate; Azure provides different capabilities to rapidly develop apps, scale and run apps at a global scale. Azure as a testing platform can simulate real customer load including spikes without resource contention on the cloud s infinite resources. Management can be done either via the Azure management portal or the System Center management console. Agility & Development Operations Improve how software is built, delivered, and operated for your customers by enabling the IT department to reduce cycle times, optimize the use of IT resources, and improve quality and availability. * This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

40 Azure opportunities for People Centric IT Opportunities to grow and extend: Hybrid Identity Management with Enterprise Mobility Suite (EMS) The Enterprise Mobility Suite (EMS) delivers on Microsoft s cloud based enterprise mobility (EM) vision with a combination of products that integrates hybrid identity management, mobile device management, strong authentication and data protection all in one simple license. EMS is composed of 3 products: Windows Intune, Microsoft Azure Active Directory Premium and Microsoft Azure Rights Management Service This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

41 Partner Tools Azure University/Partner Practice Enablement (PPE) Bootcamps: Training programs to enable partners to sell and deploy workloads of the Cloud and Enterprise business. Resources include videos, demos, and supporting content. Contact your local subsidiary to learn more. Cloud Platform Competency: Join the Cloud Platform Competency program for partners who specialize in delivering infrastructure and Software as a Service (SaaS) solutions on Microsoft Azure Deployment Planning Services: Microsoft Customers can get planning assistance from qualified partners to help them plan their deployment Partner Managed Services for Azure ebook: This ebook provides details for how partners can build a successful managed services practice utilizing Microsoft Azure Partner Offers Azure Certified Program Partner Offering Catalog: This new logo certification program will empower Microsoft partners to grow their business through new opportunities to promote and sell their applications and services on Azure Microsoft Azure Virtual Machine Optimization Assessment: Accelerate adoption and deployment through automated assessment of virtual machine (VM) readiness as well as optimization

42 CRM Online Best Practices The best practices provided are based from partner case studies with current evidence on how successful partners have focused on adoption to drive their cloud business. Scenarios The scenarios provided are examples of ways to drive usage and help ensure adoption, with opportunities to grow and extend your business. Resources Each service has partner tools, support and offers that you can leverage to help drive your cloud business forward.

43 CRM Online adoption best practices Display CRM Online s seamless interoperability with other Microsoft services for , content management, and more Deliver compelling value propositions comprised of Business Intelligence (BI), dashboards, applications, and data services Provide full mobile access to all customer solutions; always up, always on Build rapport as a Cloud Solution Curator to replace traditional services with business process consulting, managed services, and data-driven service offerings Own the management of customer devices and interfaces Take a scenario-based approach to adoption: Demonstrate Marketing Impact Offer service anytime, anywhere Connect authentically This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

44 Opportunities to grow and extend: Position Dynamics CRM Online as the way to optimize customer relationships with these scenarios: Demonstrate marketing impact to customers Position CRM Online as the easy way to plan, execute, and measure campaigns from start to finish. Show customers how to measure pipeline and revenue across every marketing investment to get a true view of their marketing return on investment (ROI). Highlight how customers can offer service anytime, anywhere Emphasize how organizations can earn customers for life by providing relevant, personalized service at any time via any channel. Teach customers how to empower their agents with everything they need at their fingertips to deliver amazing customer service. Show how to connect authentically Show customers how to analyze and act on market intelligence from social conversation to accelerate their organization s success with social tools built right into Microsoft Dynamics CRM. This module provides Microsoft s suggested approach for informational purposes only. Microsoft makes no warranties, express, implied or statutory as to the information in this module. Results may vary.

45 Partner Tools Microsoft Cloud Customer Relationship Management Competency(coming soon!) A new cloud performance competency for CRM Online will be launching soon. More information will be shared soon! Microsoft Dynamics CRM Competency: Partners can showcase their skills to partners and customers and differentiate their capabilities. Partners receive benefits include internal use rights, support and training. Certified for Microsoft Dynamics Program: Certified for Microsoft Dynamics is the highest accreditation that Microsoft grants our Independent Software Vendor (ISV) solutions. Support CRM Online Partner Service Plans: By purchasing a CRM Online Partner Service Plan, partners can receive dedicated support from a Services Account Manager (SAM), allowing them to optimize their company s services business and deliver superior services to your customers.

46 Data and reports As a Microsoft partner, you can access information on your customers subscriptions through the MPN Online Services Partner Dashboard and through the Microsoft Office 365 Admin Center if you have delegated administration privileges. This available data can enable you to better serve your customers. Identify customer usage patterns to ensure customers are fully utilizing what they are licensed for Target marketing campaigns to customers not fully using the cloud services they are licensed for Use customer usage data to identify upsell/cross sell opportunities. Please refer to the Best Practices, Scenarios & Resources section of the playbook for more information.

47 MPN Online Services Partner Dashboard

48 Gain insight into the health of your Microsoft Online business with a spectrum of high-level optics. Benefits Provides an at-a-glance view to gauge the health of your online services business Helps identify new opportunities for customer management and engagement Offers quick access to items that may need immediate attention Ability to export data from the dashboard to Excel, allowing for custom pivots Links to Channel Incentives reporting and other frequently-used information Help identify deployment opportunities Log into the MPN Online Services Partner Dashboard SAMPLE MANAGED CUSTOMERS SCREEN

49 For example, view your Customers report Note: Office 365, Windows Intune, and CRM Online customers reports have the same fields as Customers, but only show customers who have that specific product.) In the Customers report, you have access to: Total number of customers Deployment opportunities present Upcoming renewals within the next 30 days New customer subscriptions Customers still in their grace period Clicking on a customer s name in the customers report will take you to that customer s subscriptions report page for further details on: Partner of record, revenue generated, non-deployed seats, trial to paid, quote to paid, etc. SAMPLE MANAGED CUSTOMERS SCREEN

50 Office 365 Admin Center

51 As a delegated administrator in the Office 365 Admin Center, Partners can access features like detailed reports on active usage for Office 365 Online customers. Benefits Assigned seats do not accurately reflect what services customers have adopted and are using regularly. Therefore, detailed reporting will: Provide the level of insight required to discern a customer s adoption status Help identify customers who may require additional adoption assistance New features focus on making it easier and faster to view & administer customers. Partners sign into their Office 365 tenant to access the Partner features.

52 If you see the Partner link on the top navigation bar of your Office 365 admin portal (when you login with the default admin account), then your organization has access to the Partner admin center. Requirements to access the Partner Admin Center: Have an Office 365 tenant Be a Microsoft Cloud Partner, including one of the following : Microsoft Action Pack Subscription Silver or Gold competency Obtain your Office 365 IUR (internal use rights) licenses Login to your Office 365 as admin

53 Access the Partner Admin Center within the Office 365 admin portal Select client management to see a list of your customers in which you have delegated admin privileges Select a customer to view summary information, subscription info, perform admin tasks for the customer Go to the customer s admin center to perform tasks. Under the client admin quick links, go directly into the customer s Office 365 admin center Perform admin tasks within Customer s Office 365 admin center

54 Access the Partner Admin Center within the Office 365 admin portal Under service health, partner can see the service health dashboard for an individual customer Under service requests, partners can view all service requests associated with a customer, search for a service request by reference number or search for an individual customer Selecting the + icon enables partners to start creating a new service request for a customer and enter the details of the service request

55 Today, partners have access to a variety of customer reports and metrics. Partners can now see what customers see. With this new knowledge, partners can help analyze customers usage and ultimately adoption and use this information to help customers realize greater value. Reports are for the following Office 365 products: Incremental reports for CRM Online are coming soon. Available Reports Exchange Online Lync Online SharePoint Online OneDrive for Business Yammer Delve CRM Active and inactive mailboxes Mailbox usage Active Users Peer to peer sessions Conferences Team sites deployed Team site storage Team sites deployed Team site storage Team sites deployed Team site storage Team sites deployed Team site storage Coming soon!

56 Ready to learn more? Let s get started! Visit the MPN Partner Profitability Site and Cloud Surestep for more information Download the IDC Successful Cloud Partners 2.0 ebook Register for the Partner Profitability Wednesday webinar series here or view past events on-demand here.

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