Microsoft Small Business Specialist Community Mira Perry Partner Development Manager Small Business...

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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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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www.microsoft.ca/sbsc

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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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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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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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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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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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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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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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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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Partner Finder -- Connecting SB Customers to SBSC Partners

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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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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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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

Microsoft Small Business Specialist Community Mira Perry Partner Development Manager Small Business...

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