fy19 business applications · every industry is shifting today, retail is personalized. yesterday,...

Business Without BarriersFY19 Business Applications

conférence de rentrée partenaires26/09/2018

A GE N D A

Vue Marché des Business apps

Nouveautés Dynamics 365

Priorités FY19

Point formations

Recrutement

Ressources

Incentives

P2P

ACCE LE RATING DIGITAL TRANSFO RM ATIO N WITH M ICRO SO FT BUSINE SS APPL ICATIO NS

Pauline Maillard

Business Group Lead - France

Digital Disruption

YES T ER D AY, R ETA I L WA S ONE S I ZE F I T S A L L

Today the retail experience is customizableEvery industry is shifting

TOD AY, R ETA I L I S P ER S ONA L I ZED

WA S P R OD U C T A S S EM BLYM A NU FA C T URI NGYES T ER D AY,

Every industry is shiftingTOD AY, M A NU FA C TU RI NG I S C ONNEC T ED P R OD U C T S

YES T ER D AY, H EA LT H C A R E WA S R EA C T I V E


TOD AY, H EA LT H C A R E I S P R ED I C T I VE

YES T ER D AY, F I NA NC I A L S ER V I C ES W ER E ON BA NK ER H OU R S


TOD AY, F I NA NC I A L S ER V I C ES A R E R EA L - T I M E

Optimize

operations

Transform

products

Engage

customers

Empower

employees

Optimize

operations

Transform

products

Engage

customers

Data

Capture digital signal across business

2Intelligence

Connect and synthesize data

Action

Improve business outcomes

T H E D I G I TA L F EED BA C K LOOP

Empower

employees

DataData +

intelligence

M I C R OS OF T C LOU D

MODERN UNIFIED INTELLIGENT ADAPTABLE

Power platform

Power BI Flow PowerApps

Commerce

Service

Operations

Finance

Sales

Marketing

Talent

Microsoft Dynamics 365

Mobile Social Mixed reality Modular

M OD ER N

Dynamics 365

Forecast

Equipment

maintenance

Accounts

Opportunities

Service

requests

Orders

Support

case

Shipments

U NI F I ED P R OC ES S ES A ND D ATA

Dynamics 365+ Office 365

Meetings

Documents

Calendar

Email

Tasks

Message

People

Storage

Forecast

Equipment

maintenance

Accounts

Opportunities

Service

requests

Orders

Support

case

Shipments


Dynamics 365 + Office 365+ LinkedIn

Relationships

Skills

Professional

contacts

Job History

Talent

Meetings

Documents

Calendar

Email

Tasks

Message

People

Storage

Forecast

Equipment

maintenance

Accounts

Opportunities

Service

requests

Orders

Support

case

Shipments


Dynamics 365

Patients

Merchandise

Trade

promotion

Planograms

Device

data

+ Office 365+ LinkedIn + Partner Solutions

Forecast

Equipment

maintenance

Accounts

Opportunities

Service

requests

Orders

Support

case

Shipments

Meetings

Documents

Calendar

Email

Tasks

Message

People

Storage

Relationships

Skills

Professional

contacts

Job History

Talent


+ Office 365+ LinkedIn + Partner SolutionsDynamics 365

Patients

Merchandise

Trade

promotion

Planograms

Device

data

Forecast

Equipment

maintenance

Accounts

Opportunities

Service

requests

Orders

Support

case

Shipments

Meetings

Documents

Calendar

Email

Tasks

Message

People

Storage

Relationships

Skills

Professional

contacts

Job History

Talent


Patients

Merchandise

Trade

promotion

Planograms

Device

data

Forecast

Equipment

maintenance

Accounts

Opportunities

Service

requests

Orders

Support

case

Shipments

Meetings

Documents

Calendar

Email

Tasks

Message

People

Storage

Relationships

Skills

Professional

contacts

Job History

Talent

I NT EL L I G ENT

Microsoft FlowPowerAppsPower BI

Power platform

A D A P TA BL E

Business Applications October ‘18 Launch

GA MomentNews Moment Launch Moment Release Deep Dive Moment

Sept 18 Sept 24 Oct 1 Oct 10Pre September

Announce Moment

• Product Availability

• Trials Available

I A

Dynamics 365 AI for Sales

Dynamics 365 AI for

Customer Service

Dynamics 365 AI for

Market Insights

M I C R OS OF T D YNA M I C S 3 6 5 R EM OT E A S S I S T

M I C R OS OF T D YNA M I C S 3 6 5 L AYOU T

• Integration between Microsoft Teams, while also taking advantage of the built-in Teams bot capability to provide new intelligence and self-service capabilities.

• Deeper LinkedIn integration with Dynamics 365 for Marketing that brings interactions information for smarter segmentation and lead scoring.

• Integration with Skype and video streaming within the interview process using Dynamics 365 for Talent

• New enterprise credit management, revenue recognition and new dual accounting currency capabilities in Dynamics 365 for Finance and Operations

• Dynamics 365 for Field Service with Azure IoT Central integration

I NT ÉG R AT I ON AV EC L I NK ED I N ET OF F I C E

OP EN D ATA I NI T I AT I V E

LE

AD

ER

VIS

IO

NA

RY

Challengers Leaders

Niche Players Visionaries

COMPLETENESS OF VISION

AB

ILIT

Y T

O E

XEC

UTE

As of June 2017

Oracle (Oracle ERP Cloud)

SAP

Microsoft

Intacct

Workday

Epicor Software

Acumatica

Ramco Systems

Deltek

FinancialForce

Oracle (NetSuite)

Challengers Leaders


Salesforce


AB

ILIT

Y T

O E

XEC

UTE

As of July 2017

Microsoft

Pegasystems

Oracle

ZendeskSAP

Lithium

ServiceNow

Freshdesk

eGain

bpm’online

mplsystems

Eptica

SugarCRM CRMNEXT

Challengers Leaders


Salesforce

Microsoft

Oracle

SAP (Hybris Sales Cloud)

SugarCRMCRMNEXT

Base

bpm’online

SAP (CRM)

ApteanNetSuite

Infor

Zoho

PipelineDeals

Xiaoshouyi

Pegasystems


AB

ILIT

Y T

O E

XEC

UTE

As of July 2017

Challengers Leaders



AB

ILIT

Y T

O E

XEC

UTE

As of September 2017

IFS

Microsoft

SAP

Astea International

Comarch

FieldAware

Geoconcept

ClickSoftware

ServiceMax

ServicePower

Oracle

Salesforce

Praxedo

Accruent (Verisae)

Coresystems OverIT

Challengers Leaders



AB

ILIT

Y T

O E

XEC

UTE

As of February 2018

Salesforce

Sisense

ThoughtSpot

SAS

SAP

TIBCO Software

IBM

Birst

Looker Domo

Information Builders

Oracle

BOARD International

Yellowfin

Pyramid Analytics

Logi Analytics

MicroStrategy

Qlik

Tableau

Microsoft

CRM Customer Engagement Center Sales Force Automation BI and Analytics Platforms

Field Service ERP Cloud Financials

Dynamics 365 - Ce qu’en dit le marchéL E S A N A L Y S T E S

LE

AD

ER

Challengers Leaders



AB

ILIT

Y T

O E

XEC

UTE

As of July 2017

MicrosoftBuilt.io

Moskitos

DBSync

Celigo

Cloud Elements

Enterprise Integration Platform as a Service

Adaptris

Scribe Software

MuleSoft SAP

IBM

OracleJitterbit

Workato

SnapLogic

Dell Boomi

Informatica

Et la presse

$2,9 Milliards

Customer

Service and

Support

Marketing

Human

Capital

Management

SalesDigital

CommerceOperations

Les opportunités sur le marché français

$700 Millions

($400M sur le Cloud, +17% YoY)

$2,2 Milliards

($461M sur le Cloud, +20% YoY)

Poids de chaque opportunité

The opportunity

M A R K ET A P P R OA C H

Significant opportunity, but massively fragmented

$81BBusiness Applications

Core TAM

12% growth

Business

Applications TAM

$384B

OCP Justine Vendrame Partner Market Advisor Business Applications

Scénarios prioritaires OCP pour des créations d’offres

KEY Solution

extensions

Power Apps

Power BI

iOT/ Hololens

Machine learning

SEGMENT BUILD DEVELOP GROW KEY INDUSTRIES

SMB(inside sales packages)

Sales pro

+ Business Central

+ Marketing

Sales

CORPORATE Field Service

Business Central

Marketing

Talent

Customer

Service

Finance & ops

Sales

Retail

Manuf

Gov

Services

ENTERPRISE Talent

Field Service

Adobe

Customer

Service

Finance & ops

Sales

Retail

Manuf

Finance

PensezP2P

• Value propre claire

• Verticaliser/spécialiser !

• Développement en Embed

• Moduler les offres

• Pricer les offres

• Préférer des scénarios innovants : IA, Hololens…

• CAS CLIENTS !

• P2P

• Focus !

Formations

2 octobre11 octobre

16 octobre

Autres dates clés : Workshop Talent : 1er OctobreWorkshop Power apps CDS Flow : 16 octobre

http://demofr.blob.core.windows.net/gtm/Cartable Partenaire externe.pdf

Recrutement :

Ressources

Aka.ms/cartable

Aka.ms/cartable

http://demofr.blob.core.windows.net/gtm/Cartable Partenaire externe.pdf

IncentivesChloé Rouillac

FY19 – CSP Direct Partner Incentive (1T)The CSP Direct Partner incentives is designed to drive customer adoption of Microsoft's offerings through the Cloud Solutions Provider model.

July 1st , 2018 to June 30th, 2019

1.Active MPN membership

2.Valid Cloud Reseller Agreement

3.Attain one of the defined competencies at Silver OR Gold level : Cloud Business Application (new) / Cloud Customer Relationship Management / Cloud PlatformCloud Productivity / Data Analytics / Data Platform / Enterprise Mobility Management / ISV (new) / Small and Midmarket Cloud Solutions / Windows and Devices

4. Onboarding to Partner Incentives Platform

Incentives (all Paid In Rebate) FY19

Core Incentives (EMS, W.Intune, CRM OL, M365, Azure, Dynamics 365 cloud)

8%H2 : 6% (O365

Only)

GLOBAL Accelerator :CSP Customer Add(1) 2%

GLOBAL Accelerator :Strategic Product (M365, D365) 2%

GLOBAL Accelerator :

PSTN Calling and Conferencing20%

EU/EUFTA Accelerator : AzureH1 5% H2 2%

GLOBAL Accelerator :Azure reserved VM(2) (RI’s )(consumption only)

10%

+ Discount on Public Price :

+15 % Azure / +25% Dynamics / +20 % M365 / +30% AX

+5% Azure VM RI

(1)CSP Customer Add : This accelerator amount will then be paid for the first 12 months of the subscription provided the subscription remains active. A new customer is defined as a

Microsoft CSP tenant ID with no invoiced revenue applied in the previous12-month period. Direct Partners and Indirect Resellers will earn this incremental accelerator on the revenue

associated to the first invoice generated on the new CSP tenant.

• For seat-based sales, any new CSP customer tenants containing between 50 and 999 seats are eligible for this accelerator. Any new tenant with a seat count outside of this

designated range is ineligible for this accelerator.

• When the new CSP customer add is from an Azure transaction, any initial sale equal to or greater than $4,000 USD will not be eligible for this accelerator.

(2)Azure Reserved VM RI Accelerator : the global program rate will not apply to Azure Reserved VM Instances. Azure Reserved VM Instances will only earn this special incentive rate.

RessourcesFY19 CSP Direct Partner Incentive guideFY19 Partner Incentive Experience Guide

aka.ms/cspsimulator/

IncentiveEligibility1 2

NEW: Incentives will now be paid monthly based on Billed

revenue, improving the cash flow opportunity

Process3

1. The Cloud Solution Provider Tier 1 partner receives an invitation to register on the platform https://partnerincentives.microsoft.com

2. The CSP buys to Microsoft and directly resell to the final client by taking care of all transactional support.

3. Microsoft calculates the annual incentive based on the revenue generated through the sale of Online Services.

4. EOC pays the earnings every month (NEW)

5.The partner can view and download his payment statement on the platform : Partner Incentive

Questions about your payments? Contact our payment center at [email protected]://partnerincentives.microsoft.com

NEW : Rebate will now be paid monthly based on Billed


https://microsoft.sharepoint.com/teams/wpgfield/pi/Partner Incentives Documents/FY19 CSP Direct Partner Incentive Guide (EN)(July2018).pdf

https://microsoft.sharepoint.com/teams/wpgfield/pi/Partner Incentives Documents/FY19 Partner Incentive Experience Guide (EN)(July2018).pdf

https://partnerincentives.microsoft.com/


mailto:[email protected]


FY19 – CSP Indirect Reseller Incentive (2TR)The CSP Indirect Partner incentives is designed to drive customer adoption of Microsoft's offerings through the Cloud Solutions Provider model.

July 1st , 2018 to June 30th, 2019

1.Active MPN membership

2.Valid Cloud Reseller Agreement

3.Attain one of the defined competencies at Silver OR Gold level : Cloud Business Application (new) / Cloud Customer Relationship Management / Cloud PlatformCloud Productivity / Data Analytics / Data Platform / Enterprise Mobility Management / ISV (new) / Small and Midmarket Cloud Solutions / Windows and Devices

4. Onboarding to Partner Incentives Platform

Incentives (all paid in Rebate) FY19

Core Incentives (EMS, W.Intune, CRM OL, M365, Azure, Dynamics 365 cloud) (Rebate)

8%H2 : 6% (O365

Only)

GLOBAL Accelerator :CSP Customer Add(1) 2%

GLOBAL Accelerator :Strategic Product (M365, D365) 2%

GLOBAL Accelerator :

PSTN Calling and Conferencing20%

EU/EUFTA Accelerator : AzureH1 5% H2 2%

GLOBAL Accelerator :Azure reserved VM(2) (RI’s )(consumption only)

10%

RessourcesFY19 Indirect Reseller Incentive guideFY19 Partner Incentive Experience Guide

aka.ms/cspsimulator/

ProcessIncentiveEligibility1 2 3

(1)CSP Customer Add : This accelerator amount will then be paid for the first 12 months of the subscription provided the subscription remains active. A new customer is

defined as a Microsoft CSP tenant ID with no invoiced revenue applied in the previous 12-month period. Direct Partners and Indirect Resellers will earn this incremental

accelerator on the revenue associated to the first invoice generated on the new CSP tenant.

• For seat-based sales, any new CSP customer tenants containing between 50 and 999 seats are eligible for this accelerator. Any new tenant with a seat count

outside of this designated range is ineligible for this accelerator.

• When the new CSP customer add is from an Azure transaction, any initial sale equal to or greater than $4,000 USD will not be eligible for this accelerator.

(2)Azure Reserved VM RI Accelerator : the global program rate will not apply to Azure Reserved VM Instances. Azure Reserved VM Instances will only earn this special

incentive rate.

NEW: Incentives will now be paid monthly based on Billed


1. The partner CSP Indirect Reseller receives an invitation to register on the platform:https://partnerincentives.microsoft.com

2. The CSP buys from a CSP distributor and resells directly to the end customer.

3. The CSP Distributor complete the MPN ID of the reseller CSP 2TR and Microsoft allocates the revenue to this partner. Revenue for the reseller and vendor is based on the transaction between Microsoft and the vendor.

4. EOC pays the earnings every month (NEW)

5. The partner can view and download his payment statement on the platform : Partner Incentive

Questions about your payments? Contact our payment center at [email protected]://partnerincentives.microsoft.com

NEW : Rebate will now be paid monthly based on Billed


https://microsoft.sharepoint.com/teams/wpgfield/pi/Partner Incentives Documents/FY19 CSP Indirect Reseller Incentive Guide (EN)(July2018).pdf






Qu’est ce que le DPOR?Digital Partner of Record

DPOR permets d'attacher un partenaire à l'abonnement en ligne Microsoft d'un client. DPOR profite au client, au partenaire et à Microsoft.

L’action est à prendre par vos clients qui vous identifient comme leur partenaire de référence (DPOR) pour l’ensemble de leurs abonnements actifs Microsoft Online Services que vous gérez (en tant que revendeur, conseiller ou partenaire de déploiement).

Le rattachement en tant que Digital Partner Of Record dépend de la solution cloud concernée et s’effectue depuis : o Le portail client Office pour Office 365, Dynamics CRM Online, Power BI & Microsoft Intuneo Le portail client Azure pour Microsoft Azure

Le référencement du DPOR est impératif pour l’ensemble des abonnements actifs Microsoft Online services de vos clients, quel que soit le modèle de vente et le type de contrat concernés.

*Il existe un délai maximum de 10 jours suivant votre référencement en tant que DPOR pour voir apparaître le client dans votr e Tableau de bord Microsoft Online Services.

FY19 – Online Services Active Usage IncentivesReward partners for managing and developing end customer use of Microsoft Online Services via EA, EAS and CASA/EES.

October 1st 2018 to June 30th 2019

• Have an active MPN membership

• Be referenced as Digital Partner of Record (DPOR)

• Have Gold or Silver level competency in one of the following :

Product & workloads :

o M365o Visio online

o Cloud Apps Security (MCAS)o Teams & Yammero 0365 (excluding Exchange & Skype for Business)o Intuneo AADP (Azure Active Directory Premium)o Power BI + Power BI premiumo EMS (+ AIP)o Dynamics - double rate for Dyn365 SKUs

Accelerators FY19-H1

Office 365/M365 (Except ProPlus Standalone); Intune; Dynamics; 10%

O365 ProPlus Standalone 4%

Payment 100% Rebate

• Max earnings for 12-month incentive period is $100,000 USD per service

• Rate card updated for FY19. These rates may be changed with 3-month notice (intent is to keep stable for 12 months)

Eligible revenue is determined by the SKU value listed on the Online Services Usage Rate Card on MPN at aka.ms/partnerincentives. SKUs that are not listed are not eligible for this incentive.

Ressources

FY19 OSAU Incentive guide (available oct 1st)

FY19 Partner Incentive Experience Guide

Portail Office (DPOR)

aka..ms/usagesimulator

IncentiveEligibility1 2 Process3

1. Customer subscribes to an EA, EAS, CASA/EES and the partner accompanies him in the use of the Online Services solution.

2. The partner registers MPN ID on the portal https://portal.office.com in order to reference itself Digital Partner of Record (DPOR)*.

3. Once DPOR, the partner is remunerated on the use of the customer.

4. EOC calculates the earnings each month and pays 45 days after end of earning period

5. The partner can view and download his payment statement on the platform : Partner Incentive

6. The partner can follow the use of customers (DPOR) on PIEX https://partnerincentives.microsoft.com

Questions about your payments? Contact our payment center at [email protected]

*Microsoft se réserve le droit de demander une preuve d’exécution pour valider le statut

DPOR. Ce contrôle est une mesure indispensable pour garantir que les partenaires

adéquats soient récompensés pour les efforts réalisés


http://download.microsoft.com/documents/uk/partner/incentives/FY18_Partner_Incentive_Experience_Guide_July_2017.pdf




FY19 – Online Services Advisor Sell IncentivesThe Online Services Advisor Sell Incentive rewards partners for their pre-sales effort resulting in new Microsoft Dynamics Cloud customers and net new seats. -under EA, CASA/EES, and MOSA.

• Have an active MPN membership

• Active CSA agreement at all times

• Certifications: Min. number of

employees taking product-specific

exams, AX or CRM : 5 or more

employees

• 12-month revenue performance :

$100,000

IncentiveProgram

Accelerators FY18-H2

CRM OLDynamics 365

& Engagement Plan, CRM

Apps, Team Member,

Support Plans

Sell NewEA/CASA/EES : 26%

MOSA :12%

Sell Transition

CRMOL to Team member : 0% CRM OL to Plan or CRM Apps :

EA/CASA/EES : 6%MOSA : 3%

Split Rebate / Coop 100% Rebate

AX7Dynamics 365

& Unified Operation

Plan, AX Apps

Sell NewEA/CASA/EES : 50%

Sell Transition AX7 to D365 Plan : 6%

AX7 to Operations Plan / AX7 to Team

member : 0%

Split Rebate / Coop 100% Rebate

October 1st 2018 to September 30th 2019

OSA Sell covers only

Dynamics Cloud services

CRMOL, Dynamics 365 Customer Engagement Plan, CRM Apps, Team Member, Support Plans

EA/CASA/EES MOSA

Sell-New 20% 10%

Sell-Transition: CRMOL to Plan or CRM Apps

6% 3%

Sell-Transition: CRMOL to Team member

0% 0%

AX7, Dynamic 365 & Unified Operations Plan, AX Apps

EA/CASA/EES

Sell-New 50%

Sell-Transition: AX7 to D365 Plan 6%

Sell-Transition: AX7 to Operations Plan / AX7 to Team member

0%

Ressources

FY19 Advisor Incentive guide (available oct 1st)

FY19 Partner Incentive Experience Guide

Portail Partner Incentives (PIEX)

Portail Office (DPOR)

PROCESSIncentiveEligibility1 2 3

NEW: WEB Claim : To earn OSA Sell, partners must claim

transactions within 90 days (replacing DPOR - oct), POE will

be required as part of the claims process

1. The customer subscribes to a solution via the Microsoft portal with the help of a partner. In the case of CRM Online the customer can also subscribe to an EA.

2. In order to be designated as a DPOR and receive its incentives, the partner must register its MPN ID on the customer platform within 90 days from the date of sale.

3. Once attached, the partner can receive his fees according to the number of seats sold.

4. EOC calculates the 25th of the month and pays 45 days after calculation in (Incentives paid by bank transfer in Rebate)

5. The partner can track its connected customers and payments via its compte MPN.

Questions about your payments? Contact our payment centre at [email protected]://partnerincentives.microsoft.com

6. The partner can follow the use of its clients for which it appears DPOR by connecting to PIEX




https://partnerdashboard.microsoft.com/


Contacts

Pour toutes questions sur les programmes (fonctionnement, taux, conditions d’éligibilité) : [email protected]

Pour toutes questions sur les demandes de POE (DPOR) : [email protected]

Pour toutes questions sur les paiements : [email protected]

Pour toutes questions sur les paiements des Incentives Cloud + et la plateforme PIEX : [email protected]

Althea PARAMITA Mélodie OLIVAR Chloé [email protected] [email protected] [email protected]

Enterprise, MRI &

Disti

Cloud, Hosting,

Devices & ISV

Cloud Profitability

Workshop &

Dynamics





P2PVeriparkAdobe

26 Septembre 2018Conférence de Rentrée Partenaires

Société (Logo) Partenariat

Domaines d’expertise

Modèle de partenariat recherché:

- Cake sharing: Association de deux

partenaires pour proposer une

solution end to end

- Resell : Revendeur de l’offre

partenaire

- Integrated: Intégrer la solution

technologique d’un partenaire pour

compléter son offre

Infos clés

Contacts

Offres

• Création : 1998

• Collaborateurs : ~600

• Bureaux : 15

• Géo: EMEA, APAC, US, LATAM

• Global ISV

• Industrie: Banques,Assurances

• 100% Technologies Microsoft

• 35 Partenaires Actifs WW

• Solutions Azure Ready

Isidor TOUKAM

Sales Manager

Email : [email protected]

Mob. +33 6 9837 4865

Web: www.veripark.com

- Banques (Retail, Corporate, Private)

- Assurances


http://www.veripark.com/

26 Septembre 2018Conférence de Rentrée Partenaires

Société (Logo) Partenariat

Domaines d’expertise

Modèle de partenariat recherché:

- Cake sharing: Association de deux

partenaires pour proposer une

solution end to end

- Resell : Revendeur de l’offre

partenaire

- Integrated: Intégrer la solution

technologique d’un partenaire pour

compléter son offre

Infos clés

Contacts

Offres

Adobe Experience Cloud est un ensemble de solutions axées sur le marketing, l’analytics, la publicité et le commerce, toutes intégrées sur une plate-forme cloud (dont Adobe Experience Manager et Adobe Campaign).

Adobe Creative Cloud est une plateforme cloud offrant les applications et services nécessaires pour créer, collaborer et trouver l'inspiration (dont Adobe Photoshop, Adobe XD)

Adobe Document Cloudest une plateforme complète pour numériser, modifier ou faire signer des documents (dont Adobe Acrobat et Adobe Sign)

• Elizabeth ChamponnoisMicrosoft Alliance Manager for Adobe EMEA [email protected]

• Laurent DurouxPartner Sales Manager for Adobe EMEA Southwest [email protected]

Adobe révolutionne les expériences numériques à travers le monde.

- Marketing, analytics, publicité et commerce

- Solutions de création

- Gestion de documents numériques

17 000+employés

dans 37 pays

$+7BFY2017

Revenue

+3 000partenaires

Créé en

1982

