2. How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager

3. ON PREMISEHOSTED PUBLIC SaaS PaaS IaaS

4. Why you are at this session? What value does Telstra add to MS Online Services? How do I engage with Telstra? How do I succeed with MS Online Services? What next steps should I take? In the next 45 minutes we are going to Answer these questions Explain how Discuss some real life examples

5. Telstra’s Cloud Strategy

6. Solutions & Roadmap MS Hosting Global Scale Platform Dev. Trust Network & Reliability Awareness & Reach Services Approach Skilled Channel What value does Telstra add to MS Online ?

7. Business customers: 1,200,000* Working on it: 600,000* (1,800,000 Australian businesses, ~ 900,000 employing) * Approximate numbers

8. Other T-Suite Solutions SMB ERP – CRM, Project Management, Billing HR & legal compliance Send large files CRM PC & Server Endpoint Protection PC & Server Backup SMB Accounting Web & Email control Domain Management

9. One Team –Mutual and aligned goals

10. Exclusive syndication partners for MS Online in Aus –Only exclusive Telco relationship in the world

11. Govt, Education, NFP, & EA Step-up pricing –New - Launched 30 August – All Partners able to sell and earn commission

12. Partner Managers Drew Curtis QLD Leonie Visser QLD Kate McGorman NSW Mark Duckworth NSW/ACT Alex Papli Vic/Tas Shane Campbell Vic/Tas Stephen Pech SA/NT & WA 1800 TSUITE Helpdesk 8 T-Suite Sales Specialists 90 Data / IP Specialists Global Partner Services Team - Tech enablement

13. How do I engage with Telstra? Work with your Partner Manager –Build a relationship and catch-up regularly – 2 way relationship –Go to for resources and support –Identify any ‘Buddy’ relationships with Telstra Dealers Use 1800 TSUITE for admin & tech support –Will help with billing and account setup –Can provide specific tech support Build skills and then work opps together –We can help you close deals, and you can help us –Telstra Account Executives (AE’s) have existing relationships

14. How do I succeed with MS Online? Leverage MS & Telstra Enablement resources –MS have skill development programs Online training Incubation program KickStart program –Telstra Partner Managers for admin & strategy –MS TelePAM’s & PAM’s Actively promote Online Services to customers Clearly define your offer & services model

15. How do I succeed with MS Online? Leverage MS & Telstra Enablement resources Actively promote Online Services to customers –Cloud computing is coming – it will be a differentiator for you –Give your customers the choice –Show your cloud credentials – lead your competitors –Look for opportunities to develop your skills and approach Clearly define your offer & services model

16. How do I succeed with MS Online? Leverage MS & Telstra enablement resources Actively promote it to customers Clearly define your offer & services model –Which customers should always be pushed to MS Online? –What is your implementation methodology? –What are the service options you offer? –What is your default per seat implementation cost?

17. How do I succeed with MS Online? Leverage MS & Telstra enablement resources Actively promote it to customers Clearly define your offer & services model Telstra do not have partner-level technical skills Telstra need partners to help close and implement Telstra won’t undercut you nor start a competitive sale Take the steps above and be a technical solution leader to qualify for Telstra leads

18. How do I get Leads from Telstra? Sign up & Demo Cloud Accelerate, Commitment Find opps, Implement Success, Prove Tech Skills Strategic Planning, Offer, Campaigns Telstra Leads Partner Manager GPS

19. Real Partner Success EH Technology - Andrew McInally –QLD based –SMB focussed –Actively working with T-Suite for 12 months nSynergy / OSC - Karl Redenbach –National with offices in Vic, NSW, and 3 international locations –Medium business & enterprise focussed –Actively working with T-Suite for 12 months

20. What next steps should I take?