SMB Open and Cloud Resellers: Microsoft is here to help

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1 SMB Open and Cloud Resellers: Microsoft is here to help Gianpaolo Carraro - SMB Lead gianpc@microsoft.com ; Jacqueline Lipman - Partner Marketing Manager Stephanie Mastroianni - Partner Marketing Manager Christian Longstaff - Cloud Ambassador

2 Microsoft can help in 3 ways With People Devices (Windows 8 / Tablet / Phone) opportunities With Programs On Premises opportunities Hosted Solutions opportunities Public Cloud opportunities With Offers

3 Partner Account Managers in SMB AU 5 People ~100 Partners: 2x Top VAR 1:3 ratio 2x Tele-Management 1:25 ratio 1x Tele-Coverage 1:60 ratio What we look for: Open/Cloud revenue in SMB Growth faster than market Competencies People Investment in SMB Marketing Investment in SMB

4 If you don t have a PAM, You need to know Clayton Clayton Moulynox: claymoul@microsoft.com Microsoft SMB Specialists Partner Community Group on LinkedIn:

5 Programs

6 Enable Business Training Technical Training Sales Training TRAINING Retain Customer Satisfaction Proactive Services Build Measure Learn Market & Sell Pinpoint for Leads Campaign Materials Logos Partner Marketing Centre Marketing & Selling UPSELL Services & Support Technical Presales Support Payment Solutions Incentive Payments

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8 Microsoft Deal Registration Any time you register a SMB deal at you can earn discounts instantly!

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10 Launching Today! Microsoft Clear is the destination for all Microsoft partners to access information, tools and resources to sell into small and medium businesses. Easily accessed all the resources you need to grow and be more profitable Have the financial and logistical support available from Microsoft to help you to sell in SMB See the latest industry insight with sophisticated data analysis to unearth opportunities Microsoft is serious about helping you tap the goldmine that is the SMB segment in Australia.

11 Managed Managed Reseller Incentives Reseller Incentives Overview

12 Partner Incentives Eligibility Requirements Managed Status Any of these: Microsoft Partner Account Manager (PAM) Tele-Partner Account Manager (TPAM) Gold-level MPN Competency and a TPAS and MS Sales ID and 12-month Partner Solution Plan (PSP), either standard or Lite version competency Application Integration Business Intelligence Content Management CRM Data Platform Desktop Identity and Security Midmarket Solution Provider Portals and Collaboration Server Platform Software Asset Management Management & Virtualization Communications Messaging Volume Licensing Small Business Attain (Active Earned) one of the above MPN Competencies by June , or must document in the H1 FY13 PSP that they will attain one by December 1, If the partner fails to attain one of the required competencies by December 1, 2012, they will lose program eligibility for H2 FY13. revenue $75K/year USD in Open License revenue during the 12-month period from June 2011 through May 2012 in Mature Markets $50K/year USD in emerging markets. Final thresholds required for eligibility are determined within the Microsoft subsidiary based on budget availability. Partners can only earn incentives after the semester end after meeting half of the yearly threshold - $25K/Semester USD Emerging Markets, $37.5K/Semester USD in Mature Markets. Eligible partners are paid on all eligible revenue from the first dollar sold.

13 Managed Reseller - Mature Markets Grow Top-Line Open Revenue and Improve profitability through coop funds corporate-defined component global accelerators 15% Annuity Open Office 7.5% locally-chosen accelerator list 1.25% Annuity,.75% no Annuity 3.25% Annuity 2.5% 6% Annuity 3% 3% 7.5% Customer Reach OVS Growth Open Renewals Anti-Piracy Public Sector Cash Back Core Non-Office Office (reflects Global Accelerator) Growth Incubation Legend Non-Annuity rate Incremental incentives for annuity Rebate/ Coop split 50/50

14 Managed Reseller Program Managed Resellers are selected by Microsoft based on their Open license sales history, Microsoft Partner Network competency attainment, local management status, and market coverage on behalf of Microsoft. Microsoft benefits include: Expand Benefits Of Microsoft Partner Network Competencies Increased investment, higher fees for Growth and Incubation products, higher fees for Annuity contracts, enhanced incentives for Office Optimize utilization of Coop funds to drive partner marketing and readiness objectives

15 Managed Microsoft Reseller Incentives Authorised Overview Distributors

16 Visit the Ingram Micro stand today to find out more

17 Visit Visit the the Express Express Data Data stand stand today today to to find find out out more.

18 Visit the Synnex stand today to find out more

19 Visit the NewLease stand today to find out more

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21 Campaigns & Offers

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23 The Windows XP EOS Opportunity in SMB EOS opportunity in the SMB space Windows End of Support for Windows XP and Office 2003 Customers will no longer receive security updates Office is a key revenue driver. Limits your addressable market for this new product Only 55% of SMBs are aware of EOS Understanding of the impact of EOS is even lower Customers will need to refresh both hardware and software Great opportunity to move customers to the cloud

24 Awareness & Demand Gen Customer Offers Partner Cashback Up to 15% off Office Standard 2013 when you buy a Windows 8 Pro device Up to 15% off Office Standard 2013 and Windows Software Assurance when you buy a Windows Pro device Up to 15% off when you upgrade to Windows 8 Pro and purchase Office Standard 2013 $25 per Windows 8 Pro Upgrade License, max 50 licenses* $25 per Office 2013 standard, min 10 max 50 licenses* $75 per Office 2013 pro min 10 max 50 licenses*

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26 Be Lean Stay Lean Do Business Anywhere Tap your data goldmine Windows Server for virtualisation, disaster recovery and storage scenarios Windows Server for Remote Desktop Services (RDS) & Virtualisation Desktop Infrastructure (VDI). SQL BI to help SMBs understand how they can use the data they already have with the tools they already know, Office - to get better data insights.

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28 Up to 15% off when you buy Windows Server Standard 2012 or DataCenter 2012 with a minimum 10 CALs Customer Up to 15% off Software Assurance and 10 CALs when purchased with Windows Server OEM License or Preinstall Partner Receive a $100 cashback when a WS standard +CALs bundle is purchased or a $350 cashback when WS Datacenter + CALs bundle is purchased Deploy hyper-v and receive a further $150 cashback

29 Useful? What else can we do? Microsoft SMB Specialists Partner Community Group on LinkedIn:

30 Top Things You Should Do Now! Open resellers: Talk to your distis Cloud resellers: Talk to Telstra and SPLA distis Cashback!!!

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32 Demo Name