2. Driving Partner Profitability & Customer Value with Microsoft SAM
#SAMPartner
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Driving Partner Profitability & Customer Value with Microsoft SAM
Matt Ward
Softcat plc
Madiha Khan
Microsoft UK

3. Introductions UK Madiha Khan Matt Ward SAM Partner Relations (SAM PSE)
12/14/2017 1:12 PM
Introductions
Madiha Khan
SAM Partner Relations (SAM PSE)
Matt Ward
ITAM Business Manager UK
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. Microsoft Gold SAM Partner since 2005
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UK LSP
Microsoft Gold SAM Partner since 2005
Microsoft Global SAM Partner 2014
800+ Staff UK based
Revenue £600m+
Customer service driven
Offices in Marlow, London, Bristol, Manchester, Leeds & Glasgow
Voted Best UK Company to work for
Sunday Times Fast Track 250
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. Our SAM Team 300 - 400 SAM Reviews p.a
8 Microsoft capable delivery staff
SAM Managed services business powered by Snow
600 sales staff with high level SAM awareness
5 dedicated SAM Sales guys
Regular roadshows by Microsoft UK to all staff
2 Project managers aligned to SAM Services

6. Agenda The opportunity Partner benefits Customer benefits
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Agenda
The opportunity
Partner benefits
Customer benefits
Microsoft benefits
Case study
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7. The Opportunity

8. PRISM FY16
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Microsoft SAM&C Mission “Help Organisations maximize value, minimize risks and achieve more with their IT investment.”
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9. Today’s challenge WHAT ARE WE SEEING? ASPIRATIONS
Deeper customer relationships
Limited customer appetite for constructive licensing dialogue
Better business intelligence
Restricted business intelligence on customers licensing positions and IT strategies
Leverage SAM as the starting block for strategic transformations
Difficult to use SAM business as a strategic lever
Greater trust, stronger relationships (Partners Customers and Microsoft)
Customer and Partner fear of working with Microsoft SAM

11. We turn up in any flavour

12. Microsoft Worldwide Partner Conference 2016
12/14/2017 1:12 PM
Some of the flavours . . .
Cloud-Ready
Mobile Device Management
SQL Workloads
Virtualization
Cybersecurity
Non-Production Environments
Baseline
Deployment Planning
Pick the ones you are comfortable with and do them well.
Evolve and collaborate with other teams or partners.
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

13. Partner Benefits +30% licensing spend after SAM Profiling Services
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DOOR OPENER
Attract new customers
Opportunity to review estate and talk strategy
+30% licensing spend after SAM
Profiling Services
LAND AND EXPAND
Future managed service
Other services & Vendors
Secondary consulting
TRUSTED ADVISOR
Creates an appetite to do more
Regular check ups
opens up to ITAM/ITIL lifecycle
Partner Benefits
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

14. Customer Benefits Better together Improved relationship with Softcat
Improved relationship with Microsoft
Diminished risk of audit or ‘me next’
Flexible Resolutions
Transformations
Clear understanding of their estate
Build and align their strategy
Optimal use of software
Future Planning
Better Software Budgeting
Current Software
Better together

15. Microsoft Benefits Improved relationship with Customer
Improved relationship with Softcat
Customer Transformation
(O365, Azure, SQL 2016, etc)
Trusted Advisor
Lifetime Loyalty
Optimal use of software
Future Planning
Protection of IP
Current Software

16. Microsoft Worldwide Partner Conference 2016
12/14/2017 1:12 PM
Case study 1
2000 user transport company with European operations
HQ in the UK
Sold the advantages of working together
Microsoft flexibility around a cloud based optimisation package to cover historical licence gap
Forward looking and aligned with customer strategy
Happy customer!
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

17. Microsoft Worldwide Partner Conference 2016
12/14/2017 1:12 PM
Case study 2
Telecity Group Plc
Global outsourced hosting provider, London
Sam Services – Sold the advantages of working together!
Microsoft flexibility on historical gap and transaction revenue £200K
Managed Service moving forward with quarterly compliance checks/ELP, Enterprise licence agreement & SPLA
Happy Customer!
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. Partner Impact £250k in Revenue from SAM Services
June 2015-June 2016
£250k in Revenue from SAM Services
£500k as a result of added services
Value added revenue over £4.7m

19. Microsoft Worldwide Partner Conference 2016
12/14/2017 1:12 PM
Going forward
Connect with us at WPC through the SAM Lounge
Find out more, connect with the presenters and have your questions answered.
Tell us your views
Your feedback is valued.
Keep in contact with your SAM&C lead
Understand prerequisites, how to spot opportunities and utilise the SAM Incentives
How could the program benefit you and your customer?
Post Event Questions:
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© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

20. Driving Partner Profitability & Customer Value with Microsoft SAM
Q&A

21. Complete your evaluations… for a chance to win a prize!
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