How to Sell in the Cloud with Telstra

How to Sell in the Cloud with Telstra Stephen Pech T-Suite Channel Development Manager SaaS PaaS IaaS ON PREMISE

HOSTED PUBLIC 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 Telstras Cloud Strategy What value does Telstra add to MS Online ? Solutions & Roadmap MS Hosting Global Scale Trust

Network & Reliability Awareness & Reach Platform Dev. Services Approach Skilled Channel What value does Telstra add to MS Online ? Working on it: 600,000*

Business customers: 1,200,000* (1,800,000 Australian businesses, ~ 900,000 employing) * Approximate numbers Other T-Suite Solutions Web & Email control SMB Accounting

PC & Server Backup HR & legal compliance Send large files PC & Server Endpoint Protection SMB ERP CRM, Project Management, Billing Domain Management

CRM One Team Mutual and aligned goals Exclusive syndication partners for MS Online in Aus Only exclusive Telco relationship in the world Govt, Education, NFP, & EA Step-up pricing New - Launched 30 August All Partners able to sell and earn commission

Partner Managers Drew Curtis Global Partner Services Team - Tech enablement Stephen Pech SA/NT & WA 90 Data / IP Specialists

8 T-Suite Sales Specialists 1800 TSUITE Helpdesk QLD Leonie Visser QLD Kate McGorman NSW Mark Duckworth NSW/ACT

Shane Campbell Vic/Tas Alex Papli Vic/Tas 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 (AEs) have existing relationships How do I succeed with MS Online?MS & Telstra Enablement Leverage resources

MS have skill development programs Online training Incubation program KickStart program Telstra Partner Managers for admin & strategy MS TelePAMs & PAMs Actively promote Online Services to customers Clearly define your offer & services model How do I succeed with MS Online?MS & Telstra Enablement resources

Leverage 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 How do I succeed with MS Online?MS & Telstra enablement resources Leverage 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? 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 wont undercut you nor start a competitive sale Take the steps above and be a technical solution leader to qualify for Telstra leads How do I get Leads from Telstra? Partner Manager Telstra Leads

GPS Sign up & Demo Find opps, Implemen t Success, Prove Tech Skills Strategic

Planning, Offer, Campaign s Cloud Accelerate, Commitment 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 What next steps should I take? 1. Meet my Partner Manager 2. Sign MOSPA & TOSA 3. Setup demo or IUR system

See GPS team near Telstra stand 4. Implement a small customer