Partner. Enabling Technology Partnerships. The channel community s trusted authority for growth and innovation for more than three decades.

Transcription

1 Partner Enabling Technology Partnerships The channel community s trusted authority for growth and innovation for more than three decades.

2 status and objectives for today Based on approved budget and business objectives, we have developed our partner program We have recruited 63 partners to date, which we will onboard with expectation of 20 strong partners at year end Today s discussion: review of milestones for initial wave of partners and secure your ongoing support

3 partner enablement program MacroSoft Program Runway Liftoff Altitude Acceleration FlightPlan Day 0 30 Days 60 Days 90 Days 6 Months Months Content & Portal Readiness Nurture Campaign Launch Contract Completion Program & Assets Support Material Joint Sales Call Blitz Development Plan Created Partner Marketing Plan Development Marketing, Sales, Technical Champions Identified CAM Sales Kick Off Executive Sponsorship Development Plan Completion Quoting & Order System Readiness Packaged Services Training POC & Implementation Execution Pipeline Review Progress Checkpoint Partner readiness certification Pipeline = 15 deals Business & Win Review Delivery Training Case Study Development Formal Business Review & Planning 3 wins $500 K sales / 12 wins

4 30 Day Plan Review Program & Assets (Video) Conduct Joint Sales Call Blitz Create Development Plan Develop Partner Business Plan Marketing menu Deal Registration MDF form/ T&Cs In-person Training Call scripts Ideal Customer Profile Pre/Post-call s Online training Lab build out Onsite demo training Revenue goals/commitments Pipeline goals Investment commitments Nov 6th Lead: Macrosoft PMM Video created + included in Welcome Kit Nov 15 Nov 13 Lead: Macrosoft CAM, SE Support: Partner Sales Team Lead: Macrosoft CAM Jointly: Macrosoft CAM, VP of Sales + Partner VP of Sales, VP of Cloud Partners Will be built into Marketing Plan Develop Partner Marketing Plan Alignment to business plan Nov 20 Jointly: Macrosoft PMM + Partner Marketing Manager Identify Marketing, Sales, Technical Champions Conduct CAM Sales Kickoff Macrosoft CAM to identify Nov 6th Lead: Partner VP of Sales, Marketing, VP of CloudOne overview presentation Leave takeaways + chotchkies Nov 30 Will be built into Marketing Plan.

5 60 Days Gaining Altitude Executive Meet & Greet Partner: Sales VP Partner: Sales Director, Sales Champion MacroSoft: Sales VP, CAM December 1 Partner: Executive sponsor Sales Champion CAM Development Plan Completion Partner: Technical Lead Macrosoft: CAM, SE December 1 Partner: Technical Lead Macrosoft: Quoting & Orders System Readiness Partner: Sales Operations, Sales Macrosoft: Sales Ops, Program team December 15 Partner: Sales Ops Macrosoft: CAM Packaged Services Development Partner: Services lead, Sales VP, SE s Macrosoft: Services team, CAM December 30 Partner: Services Lead Macrosoft: CAM ADD Conduct Joint sales call list

6 90 Days gaining Altitude POC & Implementation Execution Pipeline Review Field Engineering Sales Ops Sales champion Tech champion CAM Sales Ops Partner Sales January Dec Feb (monthly) Lead: CAM Partner: sales champion Lead: sales champion MS: CAM TBD TBD Progress Checkpoint CAM Sales champion Tech champion Mktg champion February Lead: CAM Partner: sales champion TBD

7 6 Month Business & Win Review Delivery Training Case Study Development Marcosoft Executives Marcosoft CAM Marcosoft Marketing Partner Executives Partner Marketing Macrosoft Technical Services Team Partner Delivery Engineers Macrosoft Marketing Customer Win 6 Month Lead: Marcosoft CAM Support: Partner Executive 6 Month Lead: Partner Delivery Engineer Support: Marcosoft Service Training Team 6 Month Lead: Marcosoft Marketing Support: Customer

8 12 Month Formal Business Review & Planning Marcosoft Executives Marcosoft CAM Marcosoft Marketing Partner Executives Partner Marketing 6 Month Lead: Marcosoft Support: Partner

9 Next steps Our plan is actionable and will yield