Let’s Break New Ground Together.
OEM Breakout
Partnering for Success
Microsoft –
Deirdre Dillon,
Fiona Costigan
Leigha Anderson
Ingram Micro UK - Ben Elder
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Agenda
•
BREMA Analytics – Grow Revenue & Reach
•
Device Incentives
•
Showcase - Device Selling Tools & Resources
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Partnering for Success
Distributor Campaign Results
& Feedback:
“After two weeks of running an Office Campaign
on dormant resellers, reseller reactivations rose by
11 % “
“We saw a 3% uplift MoM in number of resellers
purchasing Windows Server & CALs resulting from
a Server Campaign completed in January 2014”
Identifies crossselling and upselling
opportunities
“ Hired a team of graduates to use BREMA
Analytics data and cold-call the dormant resellers
to increase our reach
Identifies dormant
resellers to help
expand reach
BREMA – Breadth Engagement Model Analytics
Saves up to 1 day a month for Partners = 18K
hours saved across EMEA Partners annually
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Partnering for Success
How it can improve Reach & Yield
Broken Out By
Product Family
Sales Scenario’s
aligned to Corp
Strategy
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Partnering for Success
How it can improve Reach & Yield
Targeted lists of
dormant resellers
broken out by
Product and
Timeframe
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Distributor Experience Using BREMA Analytics
Enables Disti &
MS partnering to
drive Disti
Campaigns
Drives revenue
and profitability
by increasing
Channel reach
and frequency
Introducing
Fiona Costigan (Global Channel Incentives Program Manager)
"Device Incentives"
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Device Incentives
Devices Goals
• Build customer and partner preference for Windows
devices.
• Focus on Windows 8.1 Pro and Windows 8 Pro tablet
sales
• Partner with you to accelerate touch device sales
Challenges & Progress
We heard
“appreciate increased partnership, but focus too narrow , reporting
reporting too complex”
We changed
•
Featured Device List: simplified & expanded eligible device list
•
Reporting Complexity- 3rd Party to support SKUs mapping
•
Lowered Reseller Eligibility (Sales) thresholds
Potential changes
•
Results H1
Expand geo coverage for Device incentives
Resources
Devices Strategy
•
170
Distis reported Devices in H1
20,677 Resellers reported as selling devices
10%
Increase in Channel Incentives paid to
Authorized Distis (previous H)* (Software &
Hardware combined)
www.OEMIncentives.com
• Channel Insight Reporting Process Questions
microsoft_support@channelinsight.com
• Programme Support:
OEMIncentives@microsoft.com
Channel Incentives
• Reporting Process on
www.oemincentives.com
Microsoft | EMEA Channel Partner Conference 2014
Introducing
Leigha Anderson showcasing
"Device Selling Tools & Resources"
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Your one stop shop for Windows device information, sales & marketing collateral and digital tools
Learn
Drive Demand
Drive Selection
Drive Confidence
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Happy Customers
Sales & Profits
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Digital Commerce & Campaign Network Demo
www.msdccn.com
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Demo
• Learn about Microsoft
Featured Devices
• Help choose what PCs to
assort and sell
• Download marketing and
sales tools
• Supports key programs like
Device Incentives
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Demo
•
•
•
•
Easy to deploy on your
website
Dynamically integrates
with your device
catalog
Helps customers find
devices based on their
needs
Can be deployed in call
centers to guide reps
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Windows Tutor
• Helps customers learn about
the new Windows and how
to use it
• Can be implemented for all
Windows devices in your
catalog
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
To Close
Grow Reach & Revenue using BREMA
Device Incentives 3-R’s! –
Review Resources , Report Devices, Reach out
- oemi@microsoft.com
Take Advantage of the Device Selling
Tools & Resources
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Thank You Again For Your Partnership
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
Let’s Break New Ground Together.
Provide your feedback on the sessions through the
Conference App and be eligible to win one of five
Nokia Windows Phone 8
ALL Partners who provide feedback through the
Conference App will receive a one year subscription
to Office 365 Home Premium
Visit the Conference App now at
partnerconferenceapp.com
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014