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Click to edit Master title style Click to edit Master subtitle style Solution Provider Conference Microsoft Volume Licensing.

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Presentation on theme: "Click to edit Master title style Click to edit Master subtitle style Solution Provider Conference Microsoft Volume Licensing."— Presentation transcript:

1 Click to edit Master title style Click to edit Master subtitle style Solution Provider Conference Microsoft Volume Licensing

2 Confidential - Do not Distribute2 Introduction to Volume Licensing 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 Confidential - Do not Distribute5 VL Specifics MOS sku –500 exam site license with 1 year term MTA sku –250 exam site license with 1 year term World Bank Tier Tier 1 $ 3, Tier 2 $ 3, Tier 3 $ 3, Tier 4 $ 2, World Bank Tier Tier 1 $ 2,750 Tier 2 $ 2,200 Tier 3 $ 1,650 Tier 4 $ 1,100

6 Confidential - Do not Distribute6 Deployment Service Expectations 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.

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8 Confidential - Do not Distribute8 Who Can Buy and Sell VL? 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

9 Confidential - Do not Distribute9 Sales Engagement Plan 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)

10 NOAM VL Best Practice

11 Confidential - Do not Distribute11 Relationship Management 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: Wilfried Paroubek, Francine Fisher, Greg Pearson, Jürgen Nilgen and Andrew Sithers –Asia: Sukhdev Singh Toshiharu Saito, Pankaj Dikshit, Ray Tang, Chee Sing Chen and Andrew

12 Confidential - Do not Distribute12 Relationship Management – Best Practice 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

13 Confidential - Do not Distribute13 ITA Program Summary and Update ITA Benefit includes 20 MTA Vouchers and 10 MOS vouchers for faculty Wiley MOAC ENU now included in ITA Benefits –VAC implications –Localized content –Practice Tests

14 Confidential - Do not Distribute14 Important Communication Plan Please notify Certiport of any large opportunities that include MOS and/or MTA –Send to Regional Director and For all VL issues or questions please reach out to your Regional Director and copy

15 Q&A


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