microsoft small business specialist community mira perry partner development manager small business...
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Microsoft Small Business Specialist CommunityMira PerryPartner Development ManagerSmall Business Marketing GroupMicrosoft Canada Co.
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Microsoft Confidential
Microsoft Partner Program 2006 Is All About . . .
Partner Points Easier to Track
Ability To Earn And Aggregate Across Locations
Sales Credit Points For Customer
Satisfaction
Aligns To Your Business Cycle Directly Impacts Your Bottom
Line New Offerings To Create
Demand & Market Share Streamlined Re-Enrollment &
Account Management
Embrace & Differentiate Recognize Your Success Improvements To Value
Four New Competencies Specializations Small Business Specialist Multi-site Organization
Structure Flexibility
Embracing all partner types Making it easier to differentiate your business Recognizing more of your success Delivering more value in meaningful ways Simplifying how you do business with
Microsoft
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Microsoft Confidential
Benefits Deliver Program Value
Today there are potentially over 140 program benefits
Partners receive benefits based on their:
Program level Program participation (for
example, earn a competency and receive incremental competency benefits)
Benefits are cumulative as a partner moves to higher program levels
Benefits support all stages of the business cycle
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Microsoft Confidential
Win in the $6.97B Canadian Small Business IT Market
Top Canadian Small Business Priorities: 73% agree increasing productivity is important to their
business 82% Agree adopting technology is key to increasing
productivity and competitiveness 64% plan to upgrade software increase to productivity and
efficiency Biggest Barriers are Cost (62%) and Time (41%) Many need assistance to use or implement technology Quebec and British Colombia business owners believe
increasing productivity is a small business and mid market concern– not just big business
Ontario business owners are most interested in developing new processes to better manage customers and sales leads
88% Alberta business owners believe adopting technology is the key to increasing productivity and competitiveness
Source : IPSOS Reid October 2005
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Microsoft Confidential
What Does This Mean?
1. Hot For Tech:Professional Business Services, FIRE, Wholesale & Manufacturing
2. Value the BasicsWireless, Security, Disaster Recovery
3. Understand value of select solutions eg. CRM4. Constrained by TIME
Need YOU to proactively research and recommend solutions
5. Some know how to find you…Financial Services, Not-for-Profits, Construction
6. Many do not…Consider Professional Business Services, Insurance, Real Estate, Wholesale & Manufacturing
7. Most want to do business with you rather than large PC manufacturers or retail
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Microsoft Confidential
How well equipped do you feel you are today to advise your clients on Microsoft products?
Denmark Pilot Partners: Better Connection to Microsoft
8% 11% 12%
30%
61%66%
55%
29%22%
7%
0%
25%
50%
75%
100%
Baseline Survey no. 2 Survey no. 3
Very poorly equipped
Poorly equipped
Reasonably wellequipped
Well equipped
Very well equipped
78%
38%
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Microsoft Confidential
Grow Your Software Revenue
IF SALES INCREASED: HOW MUCH IN AVERAGE?
38%
20%
20%
18%
0% 25% 50% 75% 100%
Small BusinessServer 2003
WindowsXP Professional
Total MicrosoftProduct sales
Office 2003
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Microsoft Confidential
40 % of SBSC Members Grew Their Software
40% of SBSC Denmark Pilot partners increased their revenue
21% increased 1-9% 37% increased 10-19% 18% increased 20-29% 7% increased 30-49% 6% increased 50-100% 1% increased more than 100% 10% do not know
IF INCREASE IN TOTAL SALES: Where does the increase in sales come from?
63%
37%
0%
25%
50%
75%
100%
More-sales to new customers
More-sales to existing customers
Plus, services opportunities represent even more revenue!
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Microsoft Confidential
Join the Microsoft Small Business Specialist Community
1. Join the Microsoft Partner Program: Certified Partner
or MSPP Registered Partner with
Microsoft Action Pack Subscription (MAPS) or Empower ISV member
2. Complete the FREE, online Small Business Sales & Marketing Skills Assessment
3. Complete One of 2 Technical Exams: Microsoft Exam 74-134—Preinstalling Microsoft Products
Using the OEM Preinstallation Kit Microsoft Exam 70-282—Designing, Deploying, and Managing
a Network Solution for Small and Medium-Sized Business
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Microsoft Confidential
SBSC World Wide Benefits
Provide better service Telephone-based pre-sales
technical support
Differentiate your company Small Business Specialist logo
for print and online advertising and marketing
Conveys your knowledge, expertise, and experience in serving small businesses
Small Business Specialist listing in the Microsoft Resource Directory
one-stop website enables customers to find
technology partners
Get more from Microsoft Microsoft Partner Points
25 Qualifying points 5 Points for Certified Members 25 Points for Registered Members
Special Offer from Computer Associates
Get a Show and Sell Kit valued at $2000 (U.S.)
Features the new Computer Associates Business Protection Suite for Microsoft Small Business Server Premium Edition
Access to premium content and resources on the .ca/partner website,
including special training readiness opportunitiesPlus…
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Microsoft Confidential
Exclusive Canadian SBSC Technology Partner Benefits
Provide better service SBS Technical Assessment
Program $20 Company Store money
exclusively to SBSC members for partner onsite assessments
Differentiate your company PR support
Competitive case studies for you to use with your customers
NEW Managed Services Offer launching soon!
Get more from Microsoft Price advantages & Rebates
Exclusive $400 SBSC Member Rebate on SBS FY06 though Tech Data (expires this week!)
$200 Sales Bonus on Office 2003 Open Value
Training subsidies Discounted Exam Voucher Discounted exam- prep
training Second Shot FREE exam offer
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Microsoft Confidential
Give more value to your customers: Small Business +
“Small Business Partners can now effectively target more customers with this tool and be able to provide in a fast and cost effective way some great resources, ready to use and expedite on their own sales cycle.” John Payes, IAMCP
www.microsoft.ca/gosbplus
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Microsoft Confidential
Communication for Partners and Customers
Microsoft is educating customers about the Small Business Specialist Community
Office online site Advertising landing pages Customer facing Direct Mail with SBSC
messaging Press Coverage to date
Globe and Mail Toronto Star CDN CRN Canada Metro Globetechnology.com Globeandmail.com Torontostar.com eChannelline.com ConnectIT.com Total impressions: 1.5M+
You can promote your company press releases on your website in communications to your customers
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Microsoft Confidential
All you need to know
Microsoft Small Business Specialist Community www.microsoft.ca/sbsc3½ Steps to SBSC Designation and Loads of Benefits
Microsoft Small Business +www.microsoft.ca/gosbplusFREE resources for you and your customers