FY23 CEE GTM Modern Work Playbook - partner facing Elena Istrate
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FY23 CEE GTM Modern Work Playbook – partner facing Elena Istrate
FY23 Solution Area Business Overview
How we measure success in FY23?
3
FY23 Modern work Total Addressable market (TAM)
4
Hybrid Work
Thought leadership &
People Places Processes
Campaign Messaging
Work Trend Index; WorkLab & blogs
FY23 Digital Workforce Small Business Converged Comms Employee Experience Cloud PC
execution focus Microsoft 365 Microsoft 365 Microsoft Teams Microsoft Viva Windows 365
Digital Workforce Digital Workforce Converged Employee Experience NextGen Windows
FY23 Comms – Teams Rooms Experiences
Frontline Work Seamless Security
Solution Plays Converged
Refresh your Devices NextGen Windows Comms – Teams Phone
Experiences
5
FY23 MW Solution Plays – Enterprise & SMCC
6
Accelerated partner opportunity in the changing time
Co-selling best practices
8
SMB – The lifeblood of the global economy
9
Core Business priorities for SMB
FY23 MW SMB Solution Plays
Accelerated SMB partner opportunity in the changing time
FY23 Solution Area Business Overview
FY23 Modern Work partner priorities & investment summary
FY23 Modern Work partner priorities & investment summary - SMB
FY23 Modern Work Solution Area Taxonomy
Modern Work
Solution Play Technical Capability Advanced Specialization
Teamwork Deployment ⚫
Digital Workforce
Adoption & Change Management ⚫
Frontline Workers Frontline Workers Solutions
Teams Meeting Rooms ⚫
Converged Communications Teams Rooms
Teams Meetings ⚫
Teams Phone – Services Partners ⚫
Converged Communications Teams Phone
Teams Phone – Telcos ⚫
Viva Connections
Viva Learning
Target
Employee Experience Viva Topics Q2 FY23
Launch
Viva Insights
Viva Goals New
Teams Store Apps
Collaborative Apps Power Platform for Teams
Custom Solutions for Teams ⚫
Cloud Endpoint Solution ⚫
NextGen Windows Experiences
Cloud PC
Refresh your Devices Refresh your Devices
Note: ⚫ Advanced Specialization in place for respective Technical Capability
16Corp/Global Program CEE Program
FY23 Modern Work | Partner Lifecycle
Plan & Engage Build S olution Generate Co-S ell Pipeline S ales & D eploym ent
Win the P DM (R) / P TS CSA P artn er Mktg / P MA -I Channel Managers P DM / P TS
Partner
P DM 360 Re la t io n s h ip & P e r fo r m a n ce M a n a g e m e n t w it h A s s ig n e d P a r t n e r s
Recruit Program - Targeting, Value Prop, Solution guidance
Programs
MS Cloud Partner Program – MW Solution designation, Specialization
Role based skilling – bootcamps, cloud weeks, learning paths
Listen & Consult Inspire & Design Empower & Achieve Realize Value Manage & Optimize
Dem Gen – Business Value Assessments
SMB/EMPM/Telco
Solution Assessments
JS: Campaign in a box
1:1 MCI Workshops
1:few SMB Workshops
1:1 SMB Workshops
JS: Standardized Pilots
ECIF - Presales
JS/OE:Solution Advisor
Incentive
Usage Incentives
ECIF - usage
Workshops: up to $2k SMB, $3.5k MCI Up to tbd Up to tdb
Microsoft
Tbd per per
Funded Q2-Q4 BVA: up to $5k engagement WorkloadMicrosoft Cloud Partner Program
FY23 Partner Programs
FY23 Modern Work Programs Overview
FY23 Program Short Description, Format Partner Eligibility Customer Eligibility Partner Resources
Any type of demand generation campaign including
SMB Top Resellers, Distis , partners are selected
Demand Gen in SMB digital and in person events targeting SMB SMB customers only
by local GTM team
segment, MSFT funded
Solution Assessments are a set of industry standard
• Solution Assessments
best practices that incorporate proven strategies ENT & Corporate customers , SMB – New! Light-touch
Solution Assessment Solution assessment onboarded • Modern Workplace
for managing and optimizing an organization's IT assessments thru Indirects
Assessment
assets.
Partners onboarded on BVA framework by 3 rd
Business Value 1:1 engagement to assess the business value of party agency, 1-2 partners per sub; co-sell prio SMC customers, willing to move to full E5 stack, min pre- • ROI Calculator
Assessment MSFT MW solutions; in at least 2 MW sol. plays, selected by local existing oppty size $100k (microsoft.com)
GTM team
• 1-2 Day customer engagement plus 1-2 days
partner preparation • Build Intent Workshops
• Partner-led engagements delivering Microsoft • Partner Center Incentives
Build Intent Workshop content • FastTrack Ready or Co-Sell Ready • Based on each workshops. More details in the Resources Resources
(MCI) • enable partners to demonstrate value, build • SSPA Compliant pages. • Deep Dive Partner Webinar
customer intent, and maximize opportunities for • MCI Engagements
Modern Work Overview
• Up to $3.5k
CSP partners with Modern Work
solutions/services and experience selling in the
1:many 1-hour customer event to engage SMB Microsoft Unmanaged SMB segment – seat sizes 1 -300,
SMB Workshops SMB customer segment. Resellers are not • https://aka.ms/SMBWorks
customers to drive demand for M365; up to $2k must not already have Microsoft 365 Business Premium
permitted to join this program and should work hopsForm
with their Providers to engage.FY23 MCI Build Intent Workshops
Modern Work Build Intent – MCI workshop
Build Intent Workshops are partner-led engagements that enable partners to demonstrate value, build customer intent, and maximize
Description opportunities for Modern Work Solution Plays
Eligibility & Requirements
Launch Date Existing workshops will be updated and relaunched on July 1 st
• 3-day commitment for workshop delivery
Partner Commitment • Sharing execution results as POE
• Co-sell
• Co-sell ready partners with solution area services capabilities
Eligibility • Refer to MCI guide for workshop specific criteria
Content July 1, 2022 – June 30, 2023
22FY23 Microsoft Commercial Solution Plays
Customer centric solution plays that anchor growth priorities & enable continuous selling
Modern Work Solution Plays
Solution In FY23, Sales Plays will be called
Solution Plays, and how Microsoft will Collaborative Frontline
Plays Apps Workers
execute business objectives to
achieve customer outcomes & enable
success
Rather than products, Solution Plays
focus on customer needs, support Digital Converged
Workforce Communications
the full range of segments, align with
target audiences and have defined
success metrics.
NextGen Windows Employee
Experiences ExperienceFY23 Solution Play & Workshop Alignment | Modern Work
Solution Plays
Collaborative Converged Digital Employee Frontline NextGen Windows
Apps Communications Workforce Experience Workers Experiences
New & Updated Workshops
Collaborative Hybrid Meetings Microsoft 365 Microsoft Enable Endpoint
Apps And Rooms Digital Workforce Viva Frontline Management
Demonstrate how Teams and Share Teams hybrid meeting Help customers envision Discover customer needs & Showcase solutions that Demonstrate M365 and
collab apps empower hybrid & meeting room experiences agile work scenarios and demonstrate employee transform the frontline Endpoint Manager as part
workers, enable collaboration that empower people to work build a plan to strengthen experience transformation experience, improve efficiency, of an identity & access
& improve communications from anywhere, any time productivity & security with the Viva Suite engagement & security management strategy
Modernize Microsoft NextGen
Communications Viva Insights Windows
Immerse customers in a Demonstrate how Viva Understand goals for hybrid
modern calling experience Insights enables people and work & show how Windows
with Teams Phone capabilities, businesses to improve 11, W365 & Azure provide
scenarios & services as their efficiency & well-being secure desktop experiences
telephony solutionFY22 - FY23 Workshop Change Matrix
FY22 Workshops FY23 Workshops % Content Customer Partner
change criteria criteria
Enable Frontline Enable Frontline
Endpoint Management Endpoint Management
Hybrid Meetings Hybrid Meetings & Rooms
Modern Work
Microsoft Viva Microsoft Viva
Microsoft Viva Insights Microsoft Viva Insights
Modernize Communications Modernize Communications
Next Gen Endpoints NextGen Windows
Teams Apps & Solutions Collaborative Apps
Transition to Cloud Microsoft 365 Digital WorkforceGetting Started
MCI Build Intent Workshops New! FY23 Commercial Partner Incentives Guide
Quick Links MCI Program Guide & Resources: https://aka.ms/MCIResources
MCI Engagements Training Guide: https://aka.ms/MCIEngagementsTrainingGuide
MCI Engagements Overview: https://docs.microsoft.com/en-us/partner-
center/mci-engagements
MCI Build Intent Workshops
MCI Workshops Homepage: https://aka.ms/MCIWorkshops
Partner Center - MCI Engagements workspace: https://aka.ms/MCI/Claim
MCI Workshop Eligibility Exception Tool: https://aka.ms/mciworkshopexceptions
Deep Dive Partner Webinar: Register to view on-demand
Program FAQs & Support
Partner Center incentives resources: https://aka.ms/PartnerCenterIncentives
Questions? Submit a query to Partner Center Support:
https://aka.ms/partnercentersupport
• Workspace: Incentives
• Problem Type: Type “engagements" to filter for all engagements support subtopics.SMB Workshops July 2022
Workshop overview
A CSP partner-led workshop experience
These are the only workshops targeting SMB segment, and
reward partners for execution and conversion
Program open to both Direct and Indirect Provider CSPs
(resellers not eligible)
Facilitate a 90-minute 1:many interactive workshop using real-
world small business scenario for BDM audience
Workshops available for Microsoft 365 Business Premium, Teams
Essentials, and Windows 365
Built to be flexible - execute in-person or virtually, using scripted
facilitator experience and pre-built demo Microsoft 365 tenant
Organized with partner success in mind
Bundled download content includes: pre-event customer
invitation and questionnaire, set up guidance and video
walkthrough, and facilitator step by step script and slides
Access to a provisioned demo tenant through CDX platform
Management of workshop scheduling, POE uploads and
payment process via MCAP
Available in English, German, Brazil Portuguese, LATAM Spanish,
Japanese and FrenchCustomer eligibility Validation on customer
eligibility occurs at POE stage
(permitting last minute
changes to customer org and
Commercial customer orgs attendee plan).
(not Education, non-profit or public sector entities)
Microsoft Unmanaged SMB segment – seat An event is eligible to claim
sizes 1-300 payment if 5 or more
(Customers must not have a parent organization that is classed
as larger than SMB.)
customer orgs are present in
the delivery (minimum 1
Customers must not already have Microsoft attendee per customer org).
365 Business Premium subscriptions for
their organization. It is recommended slightly
(This event is not planned as a form of training for customers
that already have subscriptions before the date of the more than 5 customer orgs
workshop.)
attend an event to ensure the
OK to have Microsoft 365 Business Basic/Standard, or on- minimum number of 5 eligible
premises / full licensed versions of MS software e.g. Office 2016, customers is achieved to
Windows etc., and Exchange Online.
secure payment.
This is intended to drive new customer
acquisition into the SMB segment.
We recommend inviting 15+
However, it can be used for upsell conversations for customers customers to ensure meeting
on Microsoft 365 Business Basic or Standard.
the 5-customer minimum POE
requirement.Partner opportunity (July 1 – Aug 31)
Partner gets:
$1500* incentive at completion of each event with proof
of execution
Additional post-workshop incentive:
$500* if at least one customer activates a trial OR purchases
minimum of 5 seats of a qualifying Modern Work SKU: M365
Basic/Standard/Premium, Teams Essentials, Defender for
Business, or Windows 365 Business/Enterprise
*Please note the incentive structure will change September 1,
2022 (see following slides)
Partner gives:
Execute first workshop within 1 month of commitment
to Microsoft and ramp to run regular event series
Provide Microsoft quarterly post event reporting of
event attendees trial activations and Microsoft 365
downloads
Capture customer Tenant ID or Subscription ID as part of
POE, which will be critical to track program ROI and
ensure continued fundingFunding details
(Effective July 1 – August 31)
Post event a partner submits a
maximum invoice for
If evidence of a single trial
$2,000 activation or SKU purchase(s)
from any customer attendee is
not provided within 30 days of
the event date, where 5 or
$1,500
is payable when 5 or more customers were
more eligible customers validated as attending – a new
have been validated to invoice will be required and a
be in attendance payment of $1500 only will
PLUS be made.
$500
If an M365 SKU of 5+
seats is sold, or trial is
activated within 30 days
of event (Subscription ID
evidence required)Partner opportunity (Starting
9/1/22)
Partner gets:
$1000 incentive at completion of each event with proof
of execution
Additional post-workshop incentive:
$1000 if at least one customer purchases minimum of 5 seats
of a qualifying Modern Work SKU: M365
Basic/Standard/Premium, Teams Essentials, Defender for
Business, or Windows 365 Business/Enterprise
Partner gives:
Execute first workshop within 1 month of commitment
to Microsoft and ramp to run regular event series
Provide Microsoft quarterly post event reporting of
event attendees trial activations and Microsoft 365
downloads
Capture customer Tenant ID or Subscription ID as part of
POE, which will be critical to track program ROI and
ensure continued fundingFunding details (Starting 9/1/22)
Post event a partner submits a
maximum invoice for
$2,000 If evidence of a single trial
activation or SKU purchase(s)
from any customer attendee is
not provided within 30 days of
$1,000
is payable when 5 or the event date, where 5 or
more eligible customers more customers were
have been validated to validated as attending – a new
be in attendance invoice will be required and a
PLUS payment of $1000 only will
be made.
$1000
If an M365 SKU of 5+
seats is sold within 30
days of event
(Subscription ID
evidence required)Workshop onboarding Get started with tools & program materials
• Provide MPNID to unlock MCAP access and get onboarded
• Access MCAP portal to sign the program agreement and to begin
payment profile set up – please note onboarding requires at least
2 weeks to complete!
• Download program workshop materials and assign a
facilitator to familiarize with content and experience
Tools & Program Materials
• Test demo tenant on CDX platform to ensure it works
smoothly
• Use the MCAP step-by-step guide to navigate the MCAP
Workshop Delivery Plan
portal requirements
Quarterly Post Event Reporting Build your workshop delivery plan
• Plan your workshop frequency and demand gen activities
• Schedule workshops in MCAP. Portal allows maximum of 30
Funding & POE Requirements events to be scheduled at a time per Partner One ID
• Partners can only schedule future events and cannot add
events after date of completion
Check in Cadence
Provide quarterly post-event reporting
• Keep track of activated trials or SKU purchases as a result of
workshop events including number of seats sold
• Accurate reporting will help us continue to invest and secure
funding for this program
• Email Report to: mwsmbworkshops@microsoft.comPARTNER-DRIVEN BEST PRACTICES
Over-invite: Invite at least 10 Customize: Group customers Follow up: If customers Attach: Be sure to take time to Make it a series: Having a
organizations to meet by sector/industry/vertical to activate a trial, ensure they are pitch your value-add solutions regular workshop series allows
minimum 5 requirement to make it more relatable, active, and using the trial. Offer or services to pivot the for social demand gen to draw
account for last minute engaging, and encourage additional walk-through 1:1, conversation away from being more customers to choose
cancellations and no-shows. networking among customers consider individualized a direct product overview, from multiple events to attend.
with similar pain points and approach for higher success toward a solution discussion.
interests. rates.Your next steps
1. Complete the application form
https://aka.ms/SMBWorkshopsForm
2. If approved, you will receive a welcome mail with
your next steps.
3. Complete onboarding process in MCAP portal -
please plan for at least 2 weeks to complete before
scheduling workshops.
4. Prepare for your workshops
https://aka.ms/M365forbusiness/download
https://aka.ms/MicrosoftTeamsEssentials/download
https://aka.ms/MicrosoftWindows365/download
Available in English, German, Brazil Portuguese, LATAM
Spanish, Japanese and French
Additional resources
https://aka.ms/SMBWorkshopPartnerPortal for more program information
MWSMBWorkshops@microsoft.com for any program questionsModern Work SMB Workshop Team
We drive the global strategy for the program and support execution
Sr. Product Marketing Manager Sr. Program Marketing Manager Sr. Program Marketing Manager
Program Leader Partner Onboarding/Program Management Program Financing and Management
Support Teams & Important URLs
Workshop Support eventsupport@cloudaccelerator.microsoft.com
CDX Support support@transform.microsoft.com
Payment Central Support askp2p@microsoft.com
Program Interest Form https://aka.ms/SMBWorkshopsForm
Microsoft SMB Workshops Homepage https://aka.ms/SMBWorkshopPartnerPortalPartner Enablement
Partner Segment MW Enablement Initiatives (Technical & Sales)
Partner Skills Acquired
Enablement Goal Segment (high-level) Format
Enablement focused on priority technical scenarios and
workloads
Depth GSI, Strategic, &
Accelerate Consumption Skilling • Viva Multiple
Jumpstart Partners
• NextGen Windows Experience
• Front Line Workers
Includes three components:
• Concept Aware: Drive fundamentals through several
Microsoft Cloud GSI, Strategic, &
Project Ready Launch Program resources such as Microsoft Learn, Virtual Training Days Multiple
Jumpstart Partners
• Role Ready: Through Role based Certification
• Project ready: Teams, NextGen, Viva
GSI Private Events
Drive mindshare and excitement for Solution Plays with Adv
Drive Mindshare GSI Simu-live
Specialization
Focus on key certifications for each partner segment:
• Fundamentals – Driving mindshare on GSIs
Cloud Weeks • Role based to support:
Drive Capacity through
All Partners • Solution Partner Designations Live with Labs
Certifications
• Specialized Partners (formerly Advanced
Specializations)
• Role Ready on the Microsoft Cloud Launch Program
Technical Bootcamps and Sales Training • Technical Bootcamps: Converged Comms, Next Gen
Drive sales and Experience, Microsoft Viva, Frontline Worker, Teams Room,
capacity beyond All partners Teams Phone for SMB, SMB Focus (TE, MDB, W365) Simu-live
Certifications • Modern Work sales bootcamp, Industry Solution Play
Webinars
Modern Work partner enablement guide 39FY23 Incentives Purpose How to earn Incentive rate
FY23 Incentives Resources
• Blog Post:
o Announcing changes coming to partner incentives and investments in fiscal year 2023
Kevin McCarthy
Vice President, Global Partner Solutions, Incentives & Investments
• Refresher on Current Incentives:
o https://aka.ms/partnerincentives
• Microsoft Partner Commercial Incentives Guide
41Thank you
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