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Solution Provider Conference

Solution Provider Conference. Microsoft Volume Licensing. Introduction to Volume Licensing. Volume Licensing is a welcome method for Microsoft to more actively engage in the growth of MOS and MTA

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Solution Provider Conference

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  1. Solution Provider Conference Microsoft Volume Licensing

  2. Introduction to Volume Licensing Confidential - Do not Distribute • Volume Licensing is a welcome method for Microsoft to more actively engage in the growth of MOS and MTA • Microsoft Public Sector Group and Microsoft Learning Sales receive quota recognition for all deals that go through Volume Licensing • Both MSL and PSG have many large clients who are potential or existing IT Academies. The value of an IT Academy is greatly improved when certifications are included in the curriculum

  3. VL Overview • Benefits of Volume Licensing • Key component in the Public Sector solution – certification becomes a more integral part of the sales motion • Our partners become key to the success of Microsoft Sales efforts • Deployment is a crucial part of sales and a spot where customer satisfaction issues are strongest • Value-added products and services • Allows us to increase focus on other market sectors (commercial) and spaces (breadth) rather than MOEs and DOEs

  4. VL Offer • Cert SKUs: MTA and MOS SKUs added to the Volume Licensing program on December 1, 2012 • Enables Public Sector to sell certifications and get top line revenue • Enables Microsoft LARs, VARs and AERs to sell certification • Accelerates the rate of growth for MOS and MTA • VL Sales Motion: ITA + Cert

  5. Deployment Service Expectations Confidential - Do not Distribute • Deployment Partner role: • Basic – all deals sub $100k • Identify, and on board participating CATCs • Depth – for deals totaling $100k- $249k • Develop deployment plan, provide resources for project management, and training. • First level support for term of contract. • Red Carpet deals – all deals over $250k • Same as Depth deals with customized training plans for participating CATCs and identified educators. • First level support for term of contract *** Please review the Statements of Work with your geo lead and coordinate with Neill Hopkins on what services you are able to provide.

  6. Who Can Buy and Sell VL? Confidential - Do not Distribute • VL is only available to ‘academic’ institutions Primary targets: MOEs / DOEs “an accredited primary, secondary, post-secondary, vocational and trade or technical institution or equivalent and other accredited sources of continuing education that is enrolled in the Microsoft Volume Licensing Program” • Microsoft and Microsoft LARs, VARs and AERs can sell VL • Many MOEs have a purchasing contract with a VAR or a LAR • An AER must purchase through a LAR or VAR and will receive a portion of the top line as commission

  7. Sales Engagement Plan Confidential - Do not Distribute • Microsoft initiates and leads deals • Microsoft involves CP (Certiport will engage the partner) prior to proposal stage at earliest and prior to closing at the latest • Certiport or SP initiated deals • Transition depth to Microsoft for close through VL • Close breadth directly (not through VL)

  8. VL NOAM VL Best Practice

  9. Relationship Management Confidential - Do not Distribute Microsoft Learning Field Contacts • MS ITA Representatives for all regions : Claudine O’Leary, Jeff Johnson and Anneleen Vaandrager. - Americas: Kyle Uphoff • NOAM : Roberta Reischl, Heidi Felker and Julissa Germosen • LATAM : Luciane Galuppo, Heidi Felker and Julissa Germosen • EMEA: Saima Adney • MEA : Yves Khalil and Andrew Sithers • Europe: WilfriedParoubek, Francine Fisher, Greg Pearson, JürgenNilgen and Andrew Sithers • Asia: Sukhdev Singh • Toshiharu Saito, Pankaj Dikshit, Ray Tang, Chee Sing Chen and Andrew

  10. Relationship Management – Best Practice Confidential - Do not Distribute • Regular (monthly) call with MSL, PS and CP to discuss all opportunities in the pipeline • Microsoft to share their list and discuss schedule to bring in Certiport / Certiport Partner • Certiport and Certiport Partners to share their lists and discuss any need to transition opportunities over to Microsoft

  11. ITA Program Summary and Update Confidential - Do not Distribute • ITA Benefit includes 20MTA Vouchers and 10 MOS vouchers for faculty • Wiley MOAC ENU now included in ITA Benefits • VAC implications • Localized content • Practice Tests

  12. Important Communication Plan Confidential - Do not Distribute • Please notify Certiport of any large opportunities that include MOS and/or MTA • Send email to Regional Director and VLOpportunities@Certiport.com • For all VL issues or questions please reach out to your Regional Director and copy VLQuestions@Certiport.com

  13. Q&A

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