Microsoft US Central Region Partner Team

WHO IS IN YOUR CONTACT LIST THAT YOU COULD BE CO-MARKETING WITH?

Developing an alliance strategy of co-marketing and co-selling is a smart way to open your business to new communities of prospects that you would not have otherwise had access.  Think about this as a new lead funnel of warn leads.  Yes, I said warm leads, not cold leads - because you automatically have an endorsement from the organization that you are co-marketing with!  

Who is in your existing local network?

1- Are you a member of a local Chamber of Commerce?  Have you ever approached them about conducting a small business focused technical seminar series for members and prospective members?  Have you offered to contribute content to their newsletter or Website?  Have you ever invited them to your events to talk about Chamber membership and in return ask them to promote your event to their membership, and even better, host the event at their office...

2- Have you ever considered conducting a joint marketing program with your accountant,  banker or insurance agent?  Research confirms that these are the trusted advisors within the small business community.  If you are targeting the SMB space, wouldn't it make sense to join forces on some co-marketing efforts? 

Partnering and co-marketing is the core of what the Local Engagement Team was founded on, and our mission is to help our SMB partners in these efforts.  Check out www.mslocalpartner.com to learn more about the Local Engagement program.  Also, get connected with the Business Development Manager in your area below to discuss who you are currently co-marketing with or who you want to start co-marketing with...

Partnering Resources

Alliances:  Tap into Microsoft national alliances such as Comcast, AT&T, FEDEX Office and more...  

Local Business Community Organizations (LBCO's):  (Local Chambers, Small Business Development Centers, ect...)   Chamber of Commerce, SCORE, Small Business Development Centers , Womens Business Centers

Microsoft Partners:  Connect with other Microsoft partners to create profitable new partnerships, collaborate and build new opportunities.  Microsoft PinPoint

 Local Engagement US Coverage Map  

Midwest < IL, IN, WI >:     

Tracye Foy tfoy@microsoft.com

North Central < MN, KS, MO, ND, SD, IA, NE >:    

John LaLonde jlalonde@microsoft.com

South Central <  TX, LA, AK, OK >:     

Michael Murphy "Murph" micmurph@microsoft.com

Heartland <MI, OH, KY, TN >    

Carl Preston carlpre@microsoft.com

Microsoft launches Community Connections – Connecting Partners, customers, and organizations with Windows 7

Microsoft Community Connections Help Desk   mcc@microsoft.com

1.  Plan a customer / lead generation event

2.  Feature any Microsoft product

3.  Do at least 1 of the following:

Ø  Team up and co – market / co-present with a Local Business Community Organization  (any organization whose charter is to move SMB’s forward)  EX:  Chambers, Small Business Development Centers, Professional Associations

Ø  Team up and co – market / co-present with a Local Alliance Partner (any local business with a complimentary business offering to yours)  EX:  Comcast, AT&T, your CPA, local print shop, marketing agency, ect…

Ø  Use content from 1 of the 9 solution focused campaigns located on www.mslocalpartner.com   For a campaign messaging overview, check out the -  How to Choose a Theme pdf to review which products align to each of the 9 campaigns.

To qualify, contact your Local Engagement Business Development Manager with your event details!

Midwest < IL, IN, WI >:     

Tracye Foy tfoy@microsoft.com

North Central < MN, KS, MO, ND, SD, IA, NE >:    

John LaLonde jlalonde@microsoft.com

South Central <  TX, LA, AK, OK >:     

Michael Murphy "Murph" micmurph@microsoft.com

Heartland <MI, OH, KY, TN >    

Carl Preston carlpre@microsoft.com

Local Engagement US Coverage Map

http://www.microsoft.com/smallbusiness/local/partner/connect.aspx

You may remember it as the Licensing Bootcamp; we’ve re-named it and AMPED IT UP!!

We’ve now got 101 and 201 level events for those of you that are ready to take your Licensing Skills to the next level.

Working with TPAMs and Distributors every day, I get to hear common questions. Here is a one: 

A partner this morning asked their TPAM how to get the most out of the Windows 7 launch since there is so much interest. Check out the TPAM's response here...

If you want to leverage this Windows 7 momentum, here are a couple suggestions for partners from our Windows 7 Launch Central on the Partner Portal:

Use Windows 7 internally.
With Windows 7 internal-use licenses, you can run your business. Train your staff. Develop and test your new solutions. And demonstrate Windows 7 features to your customers. Internal-use licenses are now available for Gold Certified and Certified Partners and Microsoft Action Pack Subscription (MAPS) holders through digital download; physical media distribution begins this month.

Upgrade and Save on Windows 7

Through February 28, 2010, you can offer savings on Windows 7 Professional upgrade licenses—with or without Microsoft Software Assurance for Volume Licensing —to SMB Microsoft Volume Licensing customers who have qualifying Windows desktop operating system licenses. Do not forget the Microsoft VAR Rebate which can also provide 6% rebate on Windows 7.

            Create demand with Windows 7

Get a FREE “Launch-in-a-Box” kit!*

Register your customer event using www.MicrosoftPartnerEvents.com (event date must be between 10/12 – 2/1) and you could be eligible to receive your own Launch-in-a-Box kit!  *Details and Terms & Conditions here.

30 Event Evaluation Forms

Product Brochures: Windows 7, Windows 2008 R2, Exchange 2010

30 Launch Pens

30 Launch T-shirts  

30 Launch Notebooks

2x8 ft. Launch Banner

Conduct an Upgrade the Desktop campaign to get matching funds**

Microsoft will match up to $500 of your Upgrade the Desktop investment in any Ready-to-Go Marketing Services or Event costs. Simply make your purchase and submit your reimbursement request at www.mspartnerdirect.com/rebate using promotion code LAUNCH. We'll send your 50 percent rebate check (for purchases up to $1,000) in four to six weeks. **Details and Terms & Conditions here.        

Get trained on Windows 7

Learn to sell Windows 7 with role-based training at https://partner.microsoft.com/40110019

Get up to speed quickly with the Windows 7 Online Readiness Kit at https://partner.microsoft.com/40091612 and the various resource pages by partner-type to see the latest tools, presentations, and campaigns.  Here are the specific links for each:

·        ISVs:  https://partner.microsoft.com/40103819

·        Services Partners:  https://partner.microsoft.com/40103797

·        VARs & Solution Providers:  https://partner.microsoft.com/40103868

·        Distis:  https://partner.microsoft.com/40109544

·        LARs:  https://partner.microsoft.com/40103860

·        System Builders:  https://partner.microsoft.com/40103867

Update your Website with Windows 7 Content Automatically.
Subscribe to Windows 7 Web Syndication, a free service that keeps your website populated with the latest information from Microsoft for your customers.

Do you have more questions on how to get started? Ask your TPAM or let me know. -Brad Rozen (bradr @ microsoft.com

In my 20-year sales career, I've been challenged with that excruciating prospect of picking up the phone and cold calling or telemarketing for new business.  You have about 20 seconds to gain someone's attention.  And that was back about 15 years ago for me.  Things have changed big time with the advent of email and instant messaging.  What are you doing to get noticed and gain that appointment with the new account you are targeting?  Have you noticed that hardly anyone answers the phone these days?

As I am out in the field, talking to partners, I hear the same thing over and over.  "We can't get the meeting, we are struggling with demand generation and cold calling".  In my previous role, I had the privilege of being involved with Ingram Micro's VTN (Venture Tech Network).  During the chapter meetings, we shared ideas and best practices.  In between, we could reach out to the chapter members to seek advice and ask for help with various challenges.  When I asked for cold call scripts and ideas to gain access to new customers, I was met with the sounds of chirping crickets.  I got to thinking that this was not just a problem with my team, but universal for a lot of VARs. 

I am in the process of working on a sales strategy for my VARs in North Central.  I thought this would be a great place to showcase some ideas that have worked for me.  I'd also love to hear from you.  Email me at lhughes@microsoft.com with any creative ideas you have employed to reach a new customer. 

One scenario that comes to mind, that I have shared with many sales reps, is a customer that just wouldn't give me the time of day.  They were actually a current customer and I became aware that they were contracted for a maintenance agreement that was far too excessive for their actual needs. Plus, they had just purchased another company and had inherited some old gear in the process.  I knew they were wasting money, but no one seemed to care.  If I could just get their attention, I was confident that I could easily identify many other areas where money was being wasted through an assessment of their current fleet of equipment.  I had hit my point of ultimate frustration and finally decided I had nothing to lose by going right to the top of the organization. 

I knew the CEO's name, but I didn't have his email address or phone number.  I looked at the various business cards I had collected from employees at this company and took a shot that it would be formatted in a similar fashion.  The next step was to think like a CEO.  What was keeping Fred awake at night?  Then I had an epiphany!  I would peruse the company's website and look for anything troubling that may be impacting the organization and worrisome to Fred.  I popped into the "Investor" link on their website and low and behold, there it was; a  press release to shareholders, promising a return to profitability.  After some further digging, I also discovered that this company had been cutting staff, much to Fred's dismay. 

I took the information and reworked it, incorporating my company into the subject line, and putting a spin on the content.  I referenced the pain that his company was suffering at this time and pointed out to him that by participating in my assessment, I could identify waste in the company, streamline processes and eliminate redundancies (a good thing in this case).  I suggested that if they continued to conduct business in the same manner, his claims of a return to profitability would probably not come to fruition.  I explained that I had been attempting to engage with members of his staff, but was being met with closed doors and asked him point blank, "Where do you suggest I begin?"

It was a bold move and I stared at my "send" key for a long time before finally summoning the courage to blast it off to Fred.  I held my breath and hit "send".  That was at 4:48 p.m. on a Thursday evening.  The deed was done and there was no turning back now. 

When I returned to work the following day, much to my surprise, or maybe even shock and awe, my plan had succeeded!  I had a response from Fred.  The time stamp read 11:45 p.m.  His message to me was simple and to the point, "I am traveling until 12/17.  Please give me a call later that week.  Thanks."  You can bet I did my happy dance after reading his message, and got busy putting my next steps together.  I made arrangements to have my Sales Director and Facilities Management VP in the meeting with Fred.  I got a signed contract for a full-blown assessment and replaced a lot of aging, non-productive equipment shortly after our meeting with Fred.

My suggestion to you is to take this same approach with some of your "wish list" customers.  Go right to the top.  C-level executives are visionary and are thinking about the business in a completely different fashion than the Network Admins and sometimes even the Directors.  Research the company, find out where they are having issues, and communicate your message in an assertive manner, with complete conviction in your solution.  However, research in moderation.  Some people have been known to spend far too much time in this exercise.  Keep it short and sweet. 

What have you got to lose?

Here's one of my fave quotes: "It is never too late to be what you might have been."

 Cheers to great success!

Lisa Hughes . Partner Territory Manager . North Central Area .

Midwest Area Partner,

Today we launched Windows 7, Windows Server R2 and Exchange 2010! It’s a big day for Microsoft and our Partners! The upside for our Partners is incredible. Windows 7 gives users the ability to be productive anywhere, reduce risks through advanced security and control and streamline PC management. Windows Server R2 advancements are in the areas of virtualization, Windows Server as a web platform, management and is designed to work better together with Windows 7 via VDI, DirectAccess, BranchCashe and RDS. Exchange 2010 is designed to be flexible and reliable offering anywhere access, advanced protection and compliance and is optimized for on-premise and in the cloud coexistence while offering the end user a seamless experience.

I wanted to send along some resources in case you were not able to attend a live launch event in your local area. In addition to the below resources, Certified and Gold Partners have access to our software via the MPN program for internal use, testing/development and training. There is no better way to get both your technical and sales teams in the game than to run internally.

Partner Go Do’s = Know It, Use It, Show It

Good Selling,

Andy McNulty,

Partner Territory Manager

Microsoft

Midwest Area (IL, IN, WI)

mwapc@microsoft.com

Virtual New Efficiency Launch for Partners

Experience the excitement around the New Efficiency Launch program including Steve Ballmer keynote and demo of the Steve Ballmer keynote on 9/29:

Go to www.thenewefficiency.com and click ‘watch the keynote’

-Steve Ballmer enters at 39 minute mark

-Demo starts at 58 minute mark (for about 9 minutes)

Partner Readiness

Partner individuals can access training on Windows 7, Windows Server 2008 R2, and Exchange Server 2010 available online at: www.microsoftlearningplans.com.

Launch Training for US Partners

Take advantage of these handpicked courses to get ready for the upcoming launches.

·        Windows 7 Deployment Training – This 1-day technical event dives into deployment planning and strategy for Windows 7 and Internet Explorer 8.0.

·        Windows 7 Loadfest – Get Windows 7 loaded on your PC and receive the materials needed to host your own Windows 7 launch event.

·        New Windows 7 and Windows Server 2008 R2 Application Compatibility series from MSdev.com:

o   Application Compatibility - General Session

o   Application Compatibility - Business Marketing Message

o   The Front Runner Program

o   Logo Certification

·        Microsoft Unified Communications Sales Training Featuring Exchange Server 2010 – Learn how Exchange 2010 enables rich and productive collaboration among its users and offers partner business opportunities.

·        Exchange Server 2010 Ignite Training Workshop – This 3-day workshop covers architecture, setup, deployment, tools, migration, security, transport and unified messaging.

Ready-to-Go Marketing in Action

Generate customer leads from The New Efficiency Launch! 

Ready-to-Go Marketing continues to expand the options for Microsoft partners to generate customer demand for Launch.  There are 3 new “Sneak Peek” Ready-to-Go Marketing campaigns which have helped more than 500 partners’ preview Windows 7, Windows Server R2 & Microsoft Exchange 2010 with their customers before price list availability, and all of the great customer sales offers are built right in!  Partners who register their Sneak Peek or Launch event through Ready-to-Go Marketing Events (aka MPE) are eligible to receive the NEW! Launch-in-a-Box kit – a physical box with evaluation forms, product brochures, customer giveaways and an event banner.  Details & Terms and Conditions here.   Your partners can add great Windows 7 Launch information to their websites via Ready-to-Go Marketing web syndication, a service that provides a dynamic link which allows partners to have the latest Microsoft information embedded directly in their website.

We also have 5 new Ready-to-Go Marketing Launch Campaigns for partners: Upgrade the Desktop; Reduce Your IT Costs (with Optimized Desktop & Optimized Datacenter choices for partners), Business Servers and Virtualization & Management.  Partners can use any of the new Ready-to-Go Marketing Services with these campaigns and receive matching campaign funds (up to $500).  The new Ready-to-Go Marketing Services include Telemarketing, Email List Purchase, Search Engine Optimization, and Marketing Consultation & Promotions.   There is an additional special offer for SBSC partners – an extra $500 (non-matched by MS) towards any Ready-to-Go Marketing activity.  If you or your partners have questions at any time about any Ready-to-Go Marketing offering, just ask the Ready-to-Go Marketing Help Desk via email at rtgmktg@microsoft.com.

Syndication

Partner web syndication is available for Windows 7 and can be viewed at:  www.microsoftsyndication.com

What’s available: Two variations of Windows 7 syndication are available:

·        Windows 7 Professional – targeting breadth

·        Windows 7 Enterprise – targeting enterprise

Syndication is added to a partner’s website by simply adding a single line of code!

• Each of the Windows 7 mini-site’s include three banners size options to post onto a partner’s website.
• When clicked by a visitor, the banner delivers a mini-site highlighting product features, screenshots and a customer testimonial video.
• The partner can even customize the microsite to include their contact info and an offer – all with just a few clicks!

Hey Partners-

What a day!! I just watched Steve B. with Matt Lauer on the Today Show discussing the Launch of Windows 7,  it was a cool showcase of the great new OS launching today!

Are you planning to leverage the momentum from today's launch buzz to drive marketing activity for your business? 

Check out these offers to help you with your Windows 7 Launch Marketing Plans.

Good Selling!

Lesley

Let us help you demystify and understand how you can use Social Media as another tool in your marketing tool kit.  We've got resident expert- Jeremy Epstein (former Microsoftie), owner/founder of Never Stop Marketing, joining us for this Friday's Partner Marketing Call.  Learn a bit about Jeremy here. http://jer979.com/whyjer979/.

Jeremy joins us to share with you how Microsoft Partners just like you have leveraged Social Marketing to increase sales. Jeremy is a thought leader in the Social Media space.  His WPC Presentation was the 3rd highest ranked session at this year’s Partner Conference.

The call is this Friday at 10AM CST,  Register Now!

See ya Friday!

Lesley

My last post mentioned a few of my top picks for staying connected to the CR Partner team and as you have it, one of those top picks is coming up this Friday.

The Central Region Monthly Partner Call is one of our primary vehicles for sharing with you business priorities and key resources around sales, readiness and marketing.  This Friday, we're talking BPOS and we have an outstanding line up! 

·         Liz Siver, Market Development Director will kick off the call with a general update on our BPOS Strategy

·         Jon Strausburg- Sales Director for Online Services will talk about the partner opportunity

·         RBA Consulting, a Microsoft Partner will share their best practice around a BPOS Strategy

·         We'll wrap up the call with Readiness Resources along with some great sales incentives/customer offers to help you close business.

Register Here!

Good Selling!

Lesley

It’s a pretty ongoing basis that I hear questions from partners regarding the best place to find information or stay connected to the local Microsoft team.  I’ve got an answer for you, bear with me- it’s a multi-part answer.

First up manage your profiles:

We need to know who you are and what you do in your organization (Marketing, Technical, etc..)  The very last thing Microsoft wants to do is SPAM you.  So, update your Microsoft Partner Individual and Organization profile.  We target communications based on partner information we have in your profile to keep you current on information relevant to your organization and your role.

•       Update your profile here: Partner Portal https://partner.microsoft.com/US

Next up, give us Feedback:

Flag good and bad experiences, love a newsletter- tell us.  Hate the invitation you got to an event that is not even close to your business model- tell us.   We need to know what’s going well to drive continual improvements and what’s not working so we can change course to better suit your needs. 

•       “Feedback and “Partner Newsletter” links at bottom of every portal page

•       Send e-mail to PartnerQ@Microsoft.com

Last, definitely not least, my top picks for you to stay connected to the CR Team:

The Central Region Partner and Marketing Team, has a few key vehicles we use to communicate with partner.  Here are my recommendations for you if you want to know where we publish information, events and resources.

1.       Attend the CR Monthly Partner Call.  3^rd Friday of the month, hear from our business leaders, product experts, sales, marketing, we’ve always got a great line up. Register here.

2.       Read the MPN Newsletter.  Our team write the welcome letter for the first edition each month, we outline key priorities for our partners each month there

3.       Visit the Region/area pages on our MPN Portal.  We keep the pages updated with local resources, events and activities.

4.       Of course the blog, but you’re here already and we love that!

Good Selling!

Lesley

Microsoft Small Business Specialists (SBSCs) have access to rebate funds reserved for them.

SBSCs are eligible to receive up to $500 back on their marketing investments.

Unlike what other Microsoft non-SBSC partners have to do, SBSCs have the privilege of not being required to match initial Microsoft funding. The second privilege is that just because you are an SBSC, you can receive up to another $500 back in additional funds (for a total of up to $1,000 funds reimbursed that do not require matching from you).

Those funds are available for you to drive demand generation efforts through Ready-to-Go Marketing (includes Events, Campaigns, and various Marketing Services). We want to make it easy for you to grow your business.

Don't wait: Those funds exclusive to SBSCs are valid until Dec 31, or until supplies last.* To get your reimbursement, submit your invoice at www.mspartnerdirect.com/rebate. Your special promotional code is: 'SBSC' (This CANNOT be used in conjunction with the 'LAUNCH' promotion code).

Visit this link for all details http://www.mspartnerdirect.com/sbsc