1. Cloud Enablement Desk led engagement
2/23/2019 8:02 PM
Cloud Enablement Desk led engagement
John Mighell
Sr. Business Strategy Manager - Partner
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. Microsoft Partner Engagement Models
Managed
Provide a programmatic foundation to support the Build-with, GTM & Sell-with motions
LIVE
Cloud Enablement Desk led engagement
Accelerating HiPo partner growth through specialist engagement
LIVE
Digital Guided Experience
Provide a digital self service experience service by serving up the best content, contextually at the right time
LIVE

3. Cloud Enablement Desk (CED) led engagement
Two services categories for qualifying non-PDM managed partners
Accelerate to GTM ready
Practice building acceleration for up to 9 months
Onboard to Co-Sell Ready
Guide through the requirements, tools, and process to become co-sell ready
Services provided
Activate benefits and understand licensing models
Provide guidance and assistance to achieve Silver/Gold competency
Facilitate marketplace engagement and entry
Support building marketing capabilities and direction to best available training and resources (incl warm handoff to GTM resource team)
Customized technical learning plans, pre-sales consultations, and deployment assistance through our Partner Technical Consultant team. Note: must have purchased Action Pack Subscription or competency for this benefit
Optimization of Referral Engine profile + regular check ins on lead sharing status
Services provided
Set up “SW-only” profile in OCP CRM
Help build and validate Co-Sell BOM
Attach co-sell solution to OCP CRM profile
Set up solution in OCP Catalogue
Assist in validating IP co-sell solution requirements
Process exception requests
Onboard and walk through co-selling process within tools
Which partners qualify?
Partners must have an MPN ID and be non-PDM managed. Must have purchased a paid offering (Action Pack Subscription or competency) to engage with Partner Technical Consultants or GTM Resource Desk.
Which partners qualify?
Partners must meet the Co-Sell Ready requirements.

4. Becoming Co-Sell Ready
Gold Competency
MPN Gold Cloud, Gold ISV or ERP Gold Competency
Tool-ready
Enabled for Partner Center Refer and Track or Partner Sales Connect
Co-Sell Ready
BOM
Complete Co-Sell BOM uploaded in OCP catalog
3+ wins
3+ verifiable customer wins, at least 1 in each geo where the partner will be Co-Sell active
OCP catalog
Solution listed in OCP catalog
Connected
Dedicated partner sales contact for each Co-Sell- eligible geo (1 contact can cover multiple)
Managed partners work with a PDM
Digitally managed partners work with a Cloud Enablement Desk specialist

5. Calls to Action
Nominate your organization for engagement by filling out the form at: >>>aka.ms/CEDnominate<<<
Ensure your organization is taking advantage of all the benefits Microsoft has to offer
Act now! Spaces are limited and capacity will fill up quickly!
If you’re not ready for a Cloud Enablement Desk specialist, there are great self serve resources available on partner.microsoft.com

6. Cloud Enablement Desk Led Engagement
Proactive program designed to accelerate partner cloud business by assisting with advanced skilling, go-to-market activities and co-sell onboarding.
Scenario Examples
PARTNER ELIGIBILITY
You are looking for assistance to attain Silver or Gold Cloud Competencies and/or ISV Competency as well as guidance on benefits. The CED team can help guide your business through attaining any of the Cloud Competencies and/or ISV Competency and will assist with activating benefits. The CED team will also focus on providing recommendations on how to maximize the available benefits and resources through the Microsoft Partner Network.
Partners must have a MPN ID and be non-PDM managed
Optional: To unlock full program services, partner must have purchased a paid offering (MAPS or competency) to engage with PTCs or GTM Resource Desk
Co-Sell Onboarding: Partners must meet the Co-Sell Ready requirements and have 3 customer wins for the solution
HOW TO ENGAGE
Self-nominate your business at:
You are looking for assistance to help increase your business’ technical knowledge and capabilities. The CED team can help facilitate one-on-one sessions with a technical mentor and can help your business make the most of your technical benefits to grow your Cloud practice.
ADDITIONAL RESOURCES
Quick Facts
Delivery role: Cloud Program Specialist
Geography: Global coverage across 6 sites
Languages: English, Spanish, Portuguese, French, German, Italian, Russian, Arabic, Japanese, Mandarin, Cantonese, Korean
Success measures: CPE, # of GTM and Co-Sell Ready partners, competency attainment
Availability: regional business hours (closed holidays & weekends)
Eligibility: High potential, non-PDM managed partners with repeatable, scalable app or solution
How partners engage: Partners can self nominate at or the field can submit requests to add partners at
Resources: How MPN membership works:
Competencies:
CSP:
Go-To-Market:
Selling with Microsoft:
What it means for partners CED Specialists identify business needs & connect partners with resources & benefits to build partner’s MPN practice. Realize tangible return on investment through activation and utilization of benefits, competency attainment, Microsoft referrals, and effective CSP program management. Helping them to connect and access the right resources at the right time to help grow their cloud business, both commercially and technically.
What it means for Microsoft
Recruit, retain and grow our eco-system of Microsoft cloud partners through building cloud capabilities, accreditation, and onboarding to a relevant modern cloud licensing platform to drive adoption and consumption.
You are looking for assistance to help increase your business’ marketing presence and Go to Market capabilities. The CED team can help your business leverage the marketing resources available and provide guidance on building your referral profile in Partner Center.
SERVICES OFFERED
Your business is looking for assistance to become Co-Sell Ready. The CED team will guide your business through meeting the co-sell ready requirements, including attaining a Gold Cloud Competency. The CED team will assist you with navigating the OCP catalog and uploading all required documents.
Membership: requirements and renewal
Benefits: activation and consumption
Distributor & CSP: education and value proposition
Partner Center: migration and education
Go-To-Market: lead referral management, business profiles and marketing consultation services
Selling with Microsoft: Co-Sell onboarding