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ACCELERATE YOUR PRACTICE WITH AZURE
1 .Accelerate your Practice with Azure Cara Eberle |Partner Success Manager Kari Ruff |Azure Partner Marketing Strategist Jason Singer| Global Market Development Executive
2 .Your next 45 minutes… Azure Accelerate Program Overview Cara Eberle How to leverage Accelerate Marketing Collateral Kari Ruff Winning with Azure through Accelerate Jason Singer
3 .eGroup – Partner Success Story
4 . P a r t O n e Azure Accelerate Program Overview
5 .Ingram Micro Cloud Azure Accelerate Program Azure Accelerate is a partner program designed to deliver offerings for partners to achieve depth and scale in Azure consumption.
6 . Unlock additional benefits as you grow Fundamentals: <$10k/mon Azure CSP Develop: 10k-50k/mon Azure CSP Elite: $50k/ mon Azure CSP Master the basics to prepare for Unlock access to incremental loyalty High-touch engagements with acceleration benefits as you deepen your Azure our team of Azure experts to practice continue Customer Demand Azure Campaign Kits + Cloud Playbook +Custom Video Generation + Case Study Lifecycle Services Volume discounts Deeper Volume Discounts Preferential Pricing Net New Azure Subscription Credit + Volume discounts + Deeper Volume discounts Competency Build Free Fundamental Trainings Free Advanced Training for 1 Free Advanced Training for 2 Free Ingram Webinars associate associates Elite Partner Azure Deal Dollars & Fighting Funds + Business Plan + Business Plan Treatment + Dedicated Account Rep + Dedicated Account Rep
7 . Competency Build Enabling our partners by funding their certifications AZ-101 Azure Earn your Microsoft Fundamentals AZ-100 Azure Infrastructure & Grow business & Integration & Security Certification: Azure Course Deployment & Pass Exam Partnership & Pass Exam Azure Administrator Our US program has equipped over 100 partners to achieve Microsoft Cloud Competency since August 2018
8 .Growth Results: Post Flight Academy Consumption Percentage of MRR Growth 300 250 200 150 100 50 0 Fundamentals Develop Elite Completed Flight Academy No Flight Academy Participation
9 . MRR Growth Since Enrollment 112 40 36 Fundamentals Develop Elite Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission.
10 .Next Steps Enroll today https://microsoft.ingrammicrocloud.com/azure/en-us/ Use the program benefits to grow your business Send any questions to Azure.Accelerate@Ingrammicro.com
11 . P a r t T w o How to leverage Accelerate Marketing Collateral
12 .Azure Accelerate Program Site
13 .Azure Accelerate Campaign Kits
14 .Exploring Cloud Infrastructure
15 .The Windows Server/SQL Server End of Service Opportunity ✓ Azure Migration Customer Pitch Deck ✓ Azure Migration Guide for Windows Server ✓ Prepare for SQL Server and Windows Server End of Support ✓ SQL Server 2008 End of Support Brochure ✓ Windows Server 2008 End of Support Presentation Deck ✓ Windows Server and SQL Server 2008 Offer
16 .Prototype:IT – Partner Success Story
17 . P a r t T h r e e Winning with Azure Accelerate Capitalizing on the market growth through sales enablement
18 . The Buying Process What your sellers do in the process is critical The Case for Change: Your sellers must understand the status quo of the customer and bring commercial, market, and company insights required to disrupt Customers Already Customers Expect Sales Experience is “Know” what they Insights from the Top Contributor The Sellers Mindset: Need Sellers 53% of customer loyalty is Must shift from loss prevention 57% of the purchase decision 67% of the buyers journey attributed to the sales to growth & acquisition is complete before a customer is now done digitally experience (not to be confused even calls a supplier | SiriusDecisions with account servicing) | Gartner/CEB | Gartner/CEB Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission.
19 . A Channel Story The evolution of the channel sales motion Mid 90’s Later 90’s – Y2K Late 90’s Early 2000’s to now 2015 to Now Features Features Value Add Solution Disruptive Sell with Data Sheets & Benefits Selling to fend off Successful Sellers had Challenging Status Quo Adding in what the Direct End users doing to Step Up product can do more of own research
20 . A Channel Story The evolution of the channel sales motion Mid 90’s Later 90’s – Y2K Late 90’s Early 2000’s to now 2015 to Now Features Features Value Add Solution Disruptive Sell with Data Sheets & Benefits Selling to fend off Successful Sellers had Challenging Status Quo Adding in what the Direct End users doing to Step Up product can do more of own research Successful Channel Sellers had to Transform their Sales Approach to Survive & Thrive
21 .Azure Accelerate A better CSP program Enable Build Your Brand your sellers with market & Professional guidance & customer insights marketing support Ingram Micro The best overall value in Azure CSP programs Access Build Your Practice to programs & tools not CSP alone is not enough – offered by other CSP Services Offerings are providers critical
22 .Enable Better Discussions: Azure-At-a-Glance Your sellers will be equipped to have better discussions with customers, enabling them to turn insights into challenges to the status quo.
23 . THE MARKETER’S CHALLENGE Struggle to produce engaging Enable Your Sellers Social 54% content Networks: Partner On Are unable to produce content No-cost tool to unlock the social networks of your 50% consistently sellers thanks to Ingram Micro’s Partner On Have trouble measuring its Program. Your marketing department cant do it alone. Our program automates the socialization of 49% effectiveness carefully curated content for Microsoft & Azure related topics Partners using the tool experience a 40% boost in 30% Complain of a lack of integration across marketing channels Azure Sales | 2015 b2b content marketing trends survey
24 .Enable Customer Acquisition: Turn-key Programs Your sellers will be equipped with programs and enablement materials designed to shorten sales cycles and close more deals
25 .Enable Customer Acquisition: Turn-key Programs & Market Events SQL EOS & Windows Server End of Support Enablement tools for better customer discussions
26 .Enablement through Investment: Funding, Training & Tools Migration Funding: We have fighting funds set aside to help you migrate your customers to Azure CSP Technical & Sales Trainings Tools: We provide tools like CloudCheckr free of charge enabling you and your customers to better optimize & manage their Azure & multi-cloud environments
27 .Enablement through Cross- Sell & Practice Building Opportunities: IM Cloud Marketplace: Customers want to buy more cloud services from fewer suppliers – we deliver MSP Practice Building Support: We enable recurring revenue-based opportunities to help you build your MSP Practice – Example: End User Support – Helpdesk Identity Management, User Access, Cloud Service deployment automation
28 .The Disruptive Seller Don Draper: Mark Your Man