Microsoft

Report
Let’s Break New Ground Together.
Peter Davidson &
Martina Ebbs / Deirdre Rusk
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Contents
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
What is ESD?
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Benefits of ESD
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
ESD Go-to-Market Models
LEGEND
Purchase
Payment
Data/Keys
 Start with:
1
Referral Model
Attributes
Desired outcome
• Light-touch, no integration with reseller
• Reseller purchases keys on behalf
of customer
• Keys shipped electronically via email
either directly to customer from Disti or
Disti sends keys to Reseller to administer
to customer
• Reseller Reach
1
Referral Model
2
Co-Brand Model
3
Data Services Model
 Expand with:
2
3
Co-Brand Model
Attributes
Desired outcome
• White label eCommerce platform
• Consistent Customer UX
• Reseller Reach
Data Services Model
Attributes
Desired outcome
• Full integration between Disti and
Retailer/MNA
• Heavy investment
• Ideal Customer UX
• Managed Retail
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
The ESD Business in FY14
132%
311,853
199%
Where We Are In Market
YoY
Revenue
Growth
YoY
Reach
Growth
ESD Markets Live
Additional ESD Markets
Targeted in FY14
Units
Sold
EMEA Resellers Transacting ESD
ESD SKU Mix by Revenue
16
14
12
10
8
17,691
6
4
2
0
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
How a Distributor Adds ESD
Commercial
Distribution Rights
Technical
Readiness
• Partner Business Planning
• GTM Strategies Defined
and Executed
Execution
Readiness
• Agreements/SLA signed
• Launch momentum
• Reach targets for breadth
resellers filled
• Launch momentum
Marketing
Capability
Customer
Relationship
Management
(CRM) & Business
Development
Capability
• Campaigns Management
• Launch Excellence
• Assortments and
merchandising
Financial Readiness
• Offers and Promotions
• Tele sales and CRM
Systems
•
•
•
•
•
Channel Incentives
GRS Survey/ COS
QBR/MBU
Exec Engagement
WPC
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Click to edit Master title style
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Alignment with CFPP Business
•
•
•
•
Contract
Channel Incentives
Query support and management – CLT is Live!
Partner Account Management – P&F OAM
Query management team established
• Process improvements
• Training, FAQs in place to support
Support growth in Digital business
Operational
support
•
Team and processes in place to support growth and
expansion
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Let’s Break New Ground Together.
Provide your feedback on the sessions through the
Conference App and be eligible to win one of five
Nokia Windows Phone 8
ALL Partners who provide feedback through the
Conference App will receive a one year subscription
to Office 365 Home Premium
Visit the Conference App now at
partnerconferenceapp.com
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Thank you.
Channel Incentives
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentations.
Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT CONFIDENTIAL – FOR PARTNER USE ONLY. MICROSOFT MAKES NO WARRANTIES,
EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
Microsoft | EMEA Channel Partner Conference 2014

similar documents