If you sell or distribute cloud applications like Office 365 and want to get to market faster, drive higher profitability and deliver differentiated customer engagement, then this download this presentation to learn more.

1. Microsoft CSP Partner Program
Get Cloud Solutions to Market Faster
& More Profitably with
Cloud Enablement Services
DRAFT

2. Welcome
Carol Ferrari
Director, Product Marketing
PlumChoice

3. Today’s Speakers
Amanda Hill
National Technology Partner
Strategist
Microsoft
Dave Hauser
Director, Channels & Alliances
PlumChoice

4. • Today’s Topics
• Cloud market growth
• CSP Partnership benefits
• How to get to market faster
• Drive adoption and profitability
• Q&A
Agenda

5. • Format for today’s webinar
• Opportunity to ask questions
• Audience survey
• Webinar recording/slides
Housekeeping

6. Poll Question 1
Which of the following best represents your cloud
revenue growth in the past 12 months?
a) 1-10%
b) 11-30%
c) Over 30%
d) We do not yet offer cloud
solutions
e) I don’t know

8. *IDC eBook, sponsored by Microsoft,
Successful Cloud Partners, May 2014

10. Microsoft Confidential
What Microsoft Partners have been asking for
Packaged cloud solutions to offer
customers
Ownership of the customer relationship
and ability to service the complete
customer lifecycle
Partner services, support and IP
attached to monthly billing

11. • Enables partners to sell integrated cloud services with
direct resell, provision, bill, and support capabilities
• Partner-owned customer lifecycle, including retention,
renewal and support
• Product resale margin
• Office 365, Intune & EMS, Azure, CRMOL
MSFT
Customer
MSFT
Customer
2T-Cloud Solution
Provider
Direct 1-Tier Indirect 2-Tier
Cloud Solution
Provider
Reseller
Program Details:
aka.ms/cloudsolutionprovider
• Determine Direct or Indirect model preference
• Direct model: complete partner form on MPN Partner
Center
• Indirect model: contact 1 of the 5 Approved Disti 2-Tier
partners

12. Microsoft Confidential
What CSP enables partners to do
1 2 3 4
Online
67% of customers expect to purchase a
wide variety of cloud services from a
single vendor
84% of customers want an established
relationship with a vendor to trust them
as their Cloud Service Provider
Sources: IDC Successful Cloud Partners & IDC Buying Into the Cloud 2014
2014 Forrester TRUE Brand compass

13. Cloud Solution Provider components
Managed Services & SolutionsDirect Billing & Provisioning Migration ServicesTechnical Support
{
{
Key: Required | Recommended | Suggested
• Order & provision cloud
services
• Manage billing & payments
• Monthly billing options
available
• Manage cloud subscriptions
• CSP platform API integration
available
• Commerce marketplace
through partner offers
• Pre-sales tech support
• Post-sales T1 & T2 tech
support
• Technical advisory services
• Usage & adoption services
• Cross-sell & upsell services
• Onboarding & activation
• Data migration
• Platform readiness
services
• Partner automation
toolsets available
• Management solutions
• SaaS aggregation
• Security & regulatory
services
• Integration apps
• Functional extensions
• Workflow & dashboards

14. Poll Question 2
What is the #1 customer challenge you face today?
a) Converting prospects to customers
b) Activating subscriptions
c) Providing 24 x 7 support
d) Ensuring data is migrated to the cloud

15. CUSTOMER
PLUMCHOICE
Pre-trial
 Lead qualification
 Product exploration/
consultation
 Pricing and packaging
 Incomplete trial
Trial
 Communication to end-
user
 Issue resolution
 Installation/onboarding
Tier 1 Support
 Technical expertise
Tier 2 Support
 Troubleshooting
 Diagnosis
 Issue resolution
Tier 3 Support
 Escalation
management
 Escalation support
Cross-sell/Upsell
Renewals
 Subscription renewal
Winback
 Subscription renewal
Managed Services
 Helpdesk
 Proactive
management
 Monitoring
Customer activation
 Installation/onboarding
 Activation
 Migration
 Best practices to drive
usage
 Training
Pre-sales support
 Product vetting
 Feature/function
review
Purchase Download Activate UseLearnConsideration Advocate
SALES
CONVERSION
INSTALLATION &
ONBOARDING
ENGAGEMENT &
ACTIVATION
ONGOING
SUPPORT
CUSTOMER
TRAINING
PRE-SALES
CONSULTATION
RENEWALS,
CROSS-SELL
UPSELL

16. Get to market faster with the CSP program
Get to market faster without
expending resources

17. Drive greater Lifetime Value: wrap cloud
solutions with services that engage
throughout the customer journey

18. Reseller provides end-to-
end capabilities, acting as
single point of contact for
hardware solutions,
software licensing
START FUTURE

19. System Integrator with 30
years of on-premises
consulting implementation;
shifted to cloud 3-4 years
ago
START FUTURE

20. Optimize the benefits that
people and companies derive
from their technology
experiences.  Expand Lifetime Value
 Drive profitability
 Grow share of wallet
 Build deeper, more robust relationships
 Increase adoption and usage
Full Lifecycle Cloud Enablement Services
Pre-Sales
Support
Customer
Activation
Tier 1&2
Tech
Support
Cross-sell
Upsell
Renewal
&
Win-back

21. Next Steps
1. Become a CSP Partner & realize more value: Enabling a cloud strategy will
improve profits, revenue and EBITDA. Visit aka.ms/cloudsolutionprovider for more
info
2. Expand Lifetime Value with a services wrapper: Wrap services around your
customer (not your product) for ongoing value exchange. Email
microsoftpartners@plumchoice.com for more info

22. Q&A
To schedule your complimentary
Cloud Enablement Assessment,
email
microsoftpartners@plumchoice.com
or call +1-617-668-3372
A scorecard
on your
business’
cloud
enablement
readiness

23. To schedule your complimentary
Cloud Enablement Assessment,
email
microsoftpartners@plumchoice.com
or call +1-617-668-3372
Amanda Hill
National Technology Partner Strategist
Microsoft
Amanda.hill@microsoft.com
www.linkedin.com/in/amandahillprofile
Carol Ferrari
Director, Product Marketing
PlumChoice
Cferrari@plumchoice.com
www.linkedin.com/in/carolferrariplumchoice
Dave Hauser
Director, Channels & Alliances
PlumChoice
Dhauser@plumchoice.com
https://www.linkedin.com/pub/david-hauser/0/598/5a7
Thank you