Jak wykorzystać zasoby marketingowe Microsoft przy ...... · Microsoft Partner Network members...
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Jak wykorzystać zasoby marketingowe Microsoft przy wprowadzaniu rozwiązania na rynek?
Transcript of Jak wykorzystać zasoby marketingowe Microsoft przy ...... · Microsoft Partner Network members...
Jak wykorzystać zasoby marketingowe Microsoft przy wprowadzaniu rozwiązania na rynek?
Data Temat
19 marca Go-To-Market Benefits – usługi i zasoby marketingowe
9 kwietnia Programy motywacyjne (Incentives) + czym jest DPOR, CPOR, PAL itd.?
23 kwietnia Jak budować rozwiązania branżowe
14 maja Współpraca Partner-to-Partner i geoekspansja
28 maja Jak budować organizację opartą o rozwój wiedzy i kompetencje?
18 czerwca Wszystko, o co chcielibyście zapytać, ale…
Agenda
Plan
aka.ms/GTMbenefits
GTM services Network member Silver competency Gold competency
Digital Marketing Content OnDemand ⚫ ⚫ ⚫
Smart Partner Marketing ⚫ ⚫ ⚫
Sales Enablement Platform ⚫ ⚫ ⚫
Partner Marketing Center ⚫ ⚫ ⚫
Geo Expansion Readiness Assessment ⚫ ⚫ ⚫
Partner-to-Partner Readiness Assessment ⚫ ⚫ ⚫
Azure Marketplace + Appsource GTM Benefits ⚫ ⚫ ⚫
Business Profile Optimization and Referral Management ⚫ ⚫
How to Market with Microsoft ⚫ ⚫
Partner-to-Partner Marketing Assets ⚫ ⚫
Partner Collaboration Platform ⚫ ⚫
Co-Branded Marketing Assets ⚫
Co-Branded Social Marketing Assets ⚫
Partner-to-Partner Marketing Assets ⚫
Partner Success Story ⚫
Press Release with Microsoft Executive Quote ⚫
Included in program benefits
Benefity na poziomie Action Pack
SALES ENABLEMENT
Qorus Content Hub
CONTENT LIBRARY
Partner Marketing Center
CAMPAIGNS + DEMAND GEN
Digital Marketing Content OnDemand
MARKETING HOW-TO HUB
Smart Partner Marketing
Smart Partner Marketing
aka.ms/smartpartnermarketing
Ultimate Guide to Content Marketing
aka.ms/spmcontentmarketing
Content Marketing Institute has found that companies
with a documented content marketing strategy are:
• Far more likely to consider themselves effective at
content marketing
• Far less challenged with every aspect of content
marketing
• Able to justify a higher percentage of the
marketing budget spend on content marketing
IDC + Microsoft
aka.ms/smartmarketingebookaka.ms/IDCquickguides
Written by Allan Dib, The 1-Page Marketing Plan is the
easiest and fastest way to create a marketing plan that
will propel your business growth. In a single page,
you’ll be able to map out your own sophisticated
direct response marketing plan.
One-page marketing plan and guide
Customer experience must-haves
mycxassessment.com
In partnership with Indigo Slate, we are proud to offer
a set of tools to help provide you with best practices to
help you plan, design, engage, and measure better
customer experiences, including:
Company CX maturity assessment
Customer-ready surveys
Voice of Customer dashboard,
Go To Market Bullseye
Free trial access to professional advice
Build and optimize digital
marketing strategy
Accelerate demand
generation
and enable sellers
Capture and close more leads
Digital Marketing Content OnDemand
aka.ms/dmcOnDemand
DMC Demo
• Customer pitch decks
• Play-in-a-Box (PiB), playbooks
• Copy blocks for partners to use on their websites or social media
• Customizable pre-written emails
• Solution training videos, and more
Partner Marketing Center
aka.ms/pmc
Qorus Content Hub
aka.ms/qoruscontenthub
Benefity na poziomie kompetencji Silver
Receive support from a Partner Engagement Manager.
Silver competency / ISV co-sell ready
Unlock the following marketing benefits:
Business profile optimization and referral
management (Partner Center)
Build your profile and make more meaningful
customer connections.
Partner-to-partner
GTM assets
Increase partnerships, value to customers, and drive sales.
How to market
with Microsoft
Get personalized and actionable
recommendations from a marketing specialist.
Partner Collaboration
Platform
Streamline and manage your collaborative
selling activities with other partners in one place.
Business Profile Optimization and Referral Management (Partner Center)
GET STARTEDView the Partner Center Profile Best Practices Guide.
Learn more about referral management here.
Business impact:
Grow your business, capture the
attention of Microsoft field and
partner sellers, optimize your chances
of getting leads from Microsoft.
What is included:
Marketing review of your
profile to help improve
your listing.
Microsoft Partner Network members with a Silver
competency and ISVs with a co-sell ready solution.
Make more meaningful
customer connections.
Build a business profile in Partner Center, which is
available to customers on the Microsoft Solution
Provider website. Receive detailed feedback to ensure
your listing best showcases your solution's features and
benefits.
How to market with Microsoft
Business impact:
Drive increased awareness of your
solution or service offering, grow
leads generated from marketing
materials, and improve customer
engagements.
What is included:
Personalized consultation
with a marketing specialist
and actionable
recommendations for
optimizing materials
delivered through email.
Microsoft Partner Network members with a Silver
competency and ISVs with a co-sell ready solution.
Accelerate your marketing efforts.
Learn how to co-market with Microsoft through
personalized and actionable recommendations from a
marketing specialist.
GET STARTEDIf you have activated the service, we will reach out to
you via email.
Partner-to-partner GTM assets
Business impact:
Foster partner alliances,
grow marketing and business,
and add value to customers.
What is included:
Template library of
Go-To-Market assets
to create a joint bill of
materials with another
partner.
Microsoft Partner Network members with a Silver
competency and ISVs with a co-sell ready solution.
Increase partnerships, value to customers,
and drive sales.
Clearly articulate your joint value proposition to sellers
(direct and partner) and provide partner sellers with
approved messaging to share with customers.
Partner Collaboration Platform
Business impact:
Increase joint pipeline up to
3x-5x and drive profitability with
an average 10-20% increase in
revenue.
What is included:
A shared platform to
work with others in the
Microsoft Partner
ecosystem.
Microsoft Partner Network members with a Silver
competency and ISVs with a co-sell ready solution.
Build and sustain successful relationships.
Streamline and manage your collaborative selling
activities with other qualified partners in a shared
location. Experience a single system of record, real-time
reporting, increased transparency, and Microsoft
partnering templates and resources.
GET STARTEDIf you have activated the service through Partner Center, we
will send you an invitation to the platform via email.
Benefity na poziomie kompetencji Gold
Receive white-glove support and editorial review.
Gold competency / ISV IP co-sell ready
Unlock the following marketing benefits:
Co-branded
marketing assets
Receive personalized editorial review of a
customer-facing presentation, one-pager,
and case study.
Press release with Microsoft
executive quote
Create awareness and media interest.
Partner
success storyShowcase your success on the Microsoft
platform.
AppSource Co-Sell Solution
Finder profile optimization
Capture the attention of Microsoft field sellers and executives.
Co-branded social
marketing assets
Share professionally crafted content
across social media.
Partner-to-partner
GTM assetsIncrease partnerships, value to customers, and drive sales.
Co-branded assets
Customer one-pager
Business impact:
Drive awareness of your solution.
Increase website visits and leads.
What is included:
Customer one-pager
template plus personalized
editorial review of assets
by a marketing specialist.
Microsoft Partner Network members with a Gold
competency / ISVs with an IP co-sell ready solution.
Showcase the value proposition of
your solution. Drive awareness among potential new customers
with a professionally-designed one-pager
template that you can use in your marketing
efforts.
GET STARTED
Download the relevant customer one-pager template. Microsoft Azure | Microsoft Dynamics 365 |
Microsoft Office 365 | Windows
Up next: Customer one-pager
timeline and process
Co-branded assets
Customer one-pager
Timeline & Process* 3 weeks
*Timeline begins when we receive a first draft from you; excludes weekends and holidays.
Template & Submit• Download the relevant
customer one-pager
template (Microsoft Azure ,
Microsoft Dynamics 365 ,
Microsoft Office 365 or
Windows).
• Populate the template and
submit request on Partner
Center.
1 Review & Approve• Microsoft will share the
edited draft with you
through OCP GTM.
• Provide your feedback
and/or approval.
• Microsoft will incorporate
your feedback and, upon
your approval, upload to
the collateral section
within OCP GTM, making it
visible to Microsoft field
sellers via AppSource
Co-Sell Solution finder.
2 Share• Post the approved one-pager
on your website, print to
distribute at events, and
utilize in your marketing.
3
Co-branded assets
Customer presentation
Business impact:
Drive awareness of your solution.
Increase website visits and leads.
What is included:
Customer presentation
template and
personalized editorial
review of assets.
Microsoft Partner Network members with a Gold
competency / ISVs with an IP co-sell ready solution.
Professionally introduce your solution to
new customers.
Leverage a professionally edited Microsoft co-branded
presentation template during face-to-face or online
meetings. Add your customer presentation to your OCP
GTM listing to showcase your solution to Microsoft
sellers and their customers.
GET STARTEDDownload and edit the Customer Presentation template or
submit your existing presentation with your own company
branding for review and optimization.
Up next: Customer presentation
timeline and process
Co-branded assets
Customer presentation
Template & Submit• Download and edit the
Customer Presentation
template or submit your
existing presentation with
your own company
branding for review and
optimization.
• Submit the completed form
and contact with GTM
Service Desk.
1 2 3
Timeline & Process* 4 weeks
Review & Approve• Microsoft will share the
edited draft with you
through OCP GTM.
• Provide your feedback
and/or approval.
• Microsoft will incorporate
your feedback and, upon
your approval, upload to
the collateral section
within OCP GTM, making it
visible to Microsoft field
sellers via AppSource
Co-Sell Solution finder.
Share• Use your presentation in new
customer and partner
meetings.
*Timeline begins when we receive a first draft from you; excludes weekends and holidays.
Co-branded assets
Customer case study
Business impact:
Showcase your solution through a
successful customer, receive reports on
number of case study views provided
by the GTM Services desk, and
increase website visits and leads.
What is included:
Customer case study
template and
personalized editorial
review of assets.
Microsoft Partner Network members with a Gold
competency / ISVs with an IP co-sell ready solution.
Demonstrate value through a
customer lens.
Publish a case study that showcases your solution and
how your customer benefited from its development on
Microsoft technology. The case study will be
professionally edited by Microsoft.
GET STARTEDComplete and submit the customer case study submission
form.
Up next: Customer case study
timeline and process
Co-branded assets
Customer case study
Template & Submit• Complete the submission
form.
• Submit the completed form
and contact with GTM
Service Desk.
Review & Approve• Microsoft will share the
edited draft with you
through OCP GTM.
• Provide your feedback
and/or approval.
• Microsoft will incorporate
partner feedback/changes
into document and
upload preview link to
OCP GTM for final
approval.
Share• If your customer approves
case study, it will be
published on
Customers.Microsoft.com.
• You are encouraged to link to
the page from their website,
social or other demand gen
tactics.
1 2 3
Timeline & Process* 4 weeks
*Timeline begins when submission form is submitted via OCP GTM and you have provided adequate information; excludes weekends and holidays.
Co-branded assets
Social marketing assets
Business impact:
Share your solution message with
hundreds of thousands of global
followers, while generating significant
post engagements about your solution,
increasing views of your website.
What is included:
Social media content
and image creation for
Twitter, Facebook, and
LinkedIn.
Microsoft Partner Network members with a Gold
competency / ISVs with an IP co-sell ready solution.
Share professionally crafted content across
social media.
Leverage social media channels to grow your business
and share your solution message. Increase exposure
through Twitter, Facebook, and LinkedIn and gain
more followers with images and content professionally
developed by Microsoft.
GET STARTEDComplete the submission form with information we will use
to draft social content for you.
Up next: Social marketing assets
timeline and process
23
Co-branded assets
Social marketing assets
Review & Approve• Review and approve the
drafted social media
content and two images:
• One for @MSPartnerApps
• One for your Twitter,
Facebook, and LinkedIn
channel (same specs for
both Facebook &
LinkedIn).
Post & Share• Upon partner’s final approval,
Microsoft posts tweet to
@MSPartnerApps on
partner's preferred date.
• Retweet and use the social
marketing assets on your
social channels.
1 2 3Template & Submit• Complete the submission
form with information the
Microsoft will use to draft
social content for you.
• Submit the completed form
and contact with GTM
Service Desk.
Timeline & Process* 3 weeks
*Timeline begins when submission form is submitted via OCP GTM and you have provided adequate information; excludes weekends and holidays.
24
Partner success story
Business impact:
Increase awareness of your
solution or service offering, drive
views of your website, and
generate potential leads.
What is included:
Partner success story, select
stories are published on
partner.microsoft.com and
provided to partner to share
on their own channels.
Microsoft Partner Network members with a Gold
competency / ISVs with an IP co-sell ready solution.
Showcase your success on the Microsoft
platform.
Share the success of your Microsoft-enabled solution
through a case study. Stories are published to the
internal Partner Evidence portal, and select stories are
published on partner.microsoft.com.
GET STARTEDComplete the partner success story template.
Up next: Partner success story
timeline and process
25
Partner success story
Submit• Complete the partner
success story template.
• Submit the completed form
and contact with GTM
Service Desk.
Review & Approval• Microsoft will share a Word
document version of the
success story for your review, in
which edits can be tracked. We
will also share a templated
version to demonstrate how
the document will look.
• Provide your feedback and/or
approval.
• Microsoft will incorporate your
feedback and, upon your
approval, send to Partner
Success Story team for
publishing.
Share• Partner success story team will
publish on the OCP Partner
Evidence Portal internal-facing site
for employees to search for
evidence. Select stories will be
published on the Microsoft Partner
Network Website .
• We will add the live link to the
story to OCP GTM.
• If story is selected to be published
externally, you are encouraged to
link to the page from your website,
social or other demand gen
tactics.
1 2 3
Timeline & Process* 6-8 weeks
*Timeline begins when submission form is submitted via OCP GTM and you have provided adequate information; excludes weekends and holidays.
26
Press release with Microsoft executive quote
Business impact:
Increase awareness of your solution or
service offering, drive views of your
website or landing page, and attract
coverage on multiple media outlets.
What is included:
Press release template and
Microsoft GTM Services
Desk editorial review.
Request a quote from
a Microsoft executive.
Microsoft Partner Network members with a Gold
competency / ISVs with an IP co-sell ready solution.
Create awareness and media interest.
Publicly announce the solution you built on the
Microsoft platform and your collaboration with
Microsoft. Support includes review of a partner-drafted
press release and a quote from a Microsoft
representative.
GET STARTEDDownload the press release guidelines for help writing your
press release and quote and complete the press release
submission form.
Up next: Press release with Microsoft
executive quote timeline and process
CONTOSO
Website: www.contoso.com
Employees: 1000
Organization: TEC
Social: @Contoso
ContosoWire
27
Press release with Microsoft executive quote
Template & Submit• Download the Press Release
Guidelines for help writing
your press release and
quote, and complete the
Press Release submission
form.
• Submit the completed form
and contact with GTM
Service Desk.
Review & Approval• The GTM Services desk will
review and edit your draft.
• The GTM Services desk will
submit edited draft to Partner
Press Release team for quote
attribution and approval.**
• Once complete, Microsoft will
upload the final draft to OCP
GTM and your PEM will share
your press release with you for
your review and approval.
Share• Publicly post your press
release to your website and
social channels.***
• Add a link to your press
release on OCP GTM so field
sellers will see it.
1 2 3
Timeline & Process* 6-8 weeks
*Timeline begins when submission form is submitted via OCP GTM and you have provided adequate information; excludes weekends and holidays.
**Press Release Team has a 10-day timeline, this is in addition to GTM Services editorial review.
***Microsoft does not post partner press releases on partners’ behalf. 28
Silver GTM Benefits: PaidRequires funding contact [email protected] to kick-off engagement
Social Promotion
Increase awareness of your solution
through a tweet on a Microsoft Twitter
outlets with hundreds of thousands of
global followers, including on @Azure,
@Office365 and @MSFTDynamics365
$500 USD
Mini Case study
Showcases your solution and how it has
benefited from development on the
Microsoft cloud platform, in a one slide
format.
$500 USD
Press Release Support
Microsoft approval of a partner-drafted
press release and quote attributed to a
Microsoft representative.
$500 USD
Customer Case Study
Two page customer case study written
to showcases success of a customer
using a your solution. Published on the
primary Microsoft customer reference
outlet, customers.microsoft.com.
$2,500 USD
Customer one-pager
Showcases to potential customers the
features of your solution and the
Microsoft cloud platform on which the
solution was built
$500 USD
Customer presentation
Co-branded deck introducing your
solution to new customers.
$500 USD
SALES ENABLEMENT$15,000+ USD
Gold GTM Benefits: PaidRequires funding contact [email protected] to kick-off engagement
SECRET SHOPPER$10,000 USD
PARTNER SELLER
READINESS$8,500+USD
LEAD GENERATION
CAMPAIGN$30,000 USD
WORKSHOPS$8,000+ USD
TELESALES CAMPAIGN$10,000+ USD
ANIMATED MINI
COMMERCIAL $15,000+ USD
GLOBAL EXPANSION$15,000+ USD
Solution Provider
Azure Marketplace
AppSource
AppSource & Azure Marketplace marketing best practice guideOptimize your business profile
• Pokazuj więcej niż 5 kompetencji
• Zmieniaj koloru logotypu
• Rozciągaj logotypu
• Usuwaj/Dodawaj innych elementów
W jakich sytuacjach można używać logotypu Microsoft:
Pra
cti
ce
Develo
pm
en
t
Microsoft Learn Microsoft Hands-On Labs OCP Virtual Instructor
Lead Training (VILT)
Structured On-Demand
Courses
Technical Partner Consultation
Learn Microsoft technologies
online through free role-based
learning paths
Practice with the latest cloud
products and services in a live
environment and advance your
cloud skills for free.
Sharpen technical skills with fee-
based certification training.
Build job skills and
certifications through free
and fee-based online
courses at 3rd party sites *
Engage in 1:1 guidance to view
the relevant practice area and its
technical journey
https://microsoft.com
/learn
https://microsoft.com
/handsonlabs
https://partner.microsoft.com
/training/training-center
Pluralsight | MOOCs edX
LinkedIn Learning | MS PP
How to Engage at Technical
Journeys page
Profitability and Business
Development
Practice Development
Playbooks
Guided experiences Digital Transformation series Smart Partner Marketing
Leverage business planning
financial modeling and
profitability resources
Understand how to build or
accelerate your practice:
Take the digital tour to better
know each solution:
Understand the unprecedented
digital transformation
opportunity
Maximize your marketing
impact. Use these resources to
attract and retain the right
customers.
aka.ms/buildapractice aka.ms/practiceplaybooks https://partner.microsoft.com
/solutions
aka.ms/dtopportunity https://partner.microsoft.com
/smart-partner-marketing
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On
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eIn
-Pers
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Microsoft Corporate Events Microsoft Corp Field events Microsoft Official Course Microsoft Local Events Partner Architect Boot Camp
Corporate designed and
executed WW events such as
Ignite and Build *
Participate in foundational in-
person training that includes
lecture content and hands on
labs
Choose traditional classroom
training setting or one of the
Microsoft Official Course On-
Demand (MOC On-Demand) *
Check the news and events
happening in your own city
or country
Participate in solution
architecture in-person training
that includes lecture content and
hands on labs *
Ignite | Build | Inspire Microsoft Ignite | The tour https://microsoft.com
/learning/course-list.aspx
http://events.microsoft.com
CEE #OneCalendar
Nov 12-15, 2019
May 2020
* Subscription or event fees might be required
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