2017 Microsoft Australia Partner Summit - Go to Market MPN18210 (Nov 2017)

Learning path description

This course is designed to build your skills and help you drive the transformation of your partner business focussed on your GTM strategies


Difficulty Level : Beginner
Role : Business Decision Maker
Country : Australia
Deep Dive: Finding the right channels to win more new customers [0 h 0 m]

Defining the most appropriate route to market for your solution, app, product or service is critical to its success. During this experiential 40-minute session, Luke Debono, Partner at Incredible Results, will help identify your ideal customers and suggest the best ways to reach them – for example, through a direct model or by using an indirect model via a partner ecosystem. And let's not forget the opportunities associated with marketplaces - so perhaps it can be through a combination of all three. In this interactive session, attendees will be shown various models to allow them to find their own most appropriate routes to market.

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The Win-Win of Value-based Pricing Strategies [0 h 0 m]

Sharka Chobot will explain the benefits of moving beyond standard time and materials and project based pricing models. Cloud market success requires differentiation and packaging up of solutions and services . Newer consumption-based models are causing disruption, but you don’t want to compete on low price. Learn how a value based pricing strategy can realize greater margins and increase profits. Leave this session with an understanding of why value based pricing is a key to your cloud business success and packaged offers are critical to your sales strategy. Then take it to the next level by attending Sharka's deep dive 'Packaging, Pricing and Positioning Your Cloud Solutions' to put the theory into action. 

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Disruptive Selling - Starting New Buyer Journeys for Microsoft Partner Solutions [0 h 0 m]

Many partners struggle to differentiate, let alone develop their own IP. With buyers increasingly researching their problems online, partners' solutions are turning into commodities. Learn how 'ultimate early engagement' is key to implementing sales triggers for your business. This is at the core of disruptive selling - when you contact a prospect about an issue before the prospect realises they have an issue. In this go-to-market session, learn the theory and insights of disruptive selling; and then take it to the next level by attending the deep dive to put the theory into action.

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Connecting you with customer opportunities through New Partner Referrals engine [0 h 0 m]

Microsoft has launched a new referrals management capability in Partner Center, providing one place to manage consolidated lead sources and making it easier for your organisation to showcase your Microsoft Solutions to customers. Join Desmond to understand the capabilities of the new platform, what is required to get started and how to put your organisation in the best position to receive leads.

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Accelerating Your Sales Cycle [0 h 0 m]

Industry oriented sales professionals consistently and predictably drive higher win-rates than their less focused competitors. They take control of the buying process and change the decision criteria by elevating the strategic importance of a project and expanding its vision and scope beyond the capabilities of their competitors. Learn how to leverage industry knowledge and whiteboard facilitation to tell a compelling and differentiated digital transformation story to senior executives. You'll gain an understanding of the differentiation between sales motions – from a horizontal solution selling process that results in a 20% win rate (at best) to an industry cloud sales motion that consistently leads to 50%+ win rates

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Social Selling: How to become more productive and successful in sales [0 h 0 m]

Social tools such as LinkedIn Sales Navigator can help speed up the relationship building phase with your potential customers and ultimately drive more revenue. Learn practical tips to help you unlock sales opportunities. Understand the latest in social selling, see where social selling fits in with other marketing and sales programs and how it can positively impact business

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Enabling intelligent action with business applications and industry solutions [0 h 0 m]

Join Hayden Stafford, Global Vice President Business Applications, as he reveals Microsoft's vision for business applications and industry solutions. Learn how to help your clients embrace new ways of engaging customers, empowering employees, optimising operations and transforming products. Join us to learn about the Microsoft vision for business applications and industry solutions and how you can help your clients embrace new ways of engaging customers, empowering employees, optimising operations, and transforming products.

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Adjusting to Buyer 2.0 - Driving Prospect Engagement and Differentiation [0 h 0 m]

Self-educated cloud buyers are increasingly engaging sales professionals near the end of their buying journeys to confirm solutions and prices, rather than seeking help at the beginning. This means sales professionals have limited chances to influence clients' choices. Neural Impact's Founder and Chief Engagement Officer, Mark Stuyt will offer practical and actionable advice in this deep-dive session for how to adjust to buyer 2.0 online engagement and achieve higher conversion rates. He will cover moving from commodity offerings to differentiating cloud services, plotting a path on the IP staircase, developing emotional differentiation and messaging, building a nurture rhythm that creates opportunities, and restructuring your marketing and sales teams to align with the new buyers.

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DevOps with Azure: Discover, migrate and optimise [0 h 0 m]

Microsoft Product Marketing Manager Joshua Boys knows the end-to-end journey to the cloud, from discovery to migration and optimisation. Learn how to build DevOps and advanced analytics practices into your organisation with Azure so you can deploy faster, iterate continuously and optimise your business. This session will show partners how to automate the transition to the cloud and migrate everything from your apps to your infrastructure using Azure Migrate, Azure Website Migrate and SQL Migration.

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Deep Dive - How to Increase Online Engagement and Drive Conversion [0 h 0 m]

A prospect who lands on your website takes less than eight seconds to make an emotional yes or no decision. On average, Microsoft partners lose up to 63 per cent of their visitors after they look at just one web page. Sharka Chobot, Chief Transformation Officer at Neural Impact, will explain why your website and digital marketing are not producing the results you want. She will offer neuromarketing techniques and strategies you can implement immediately to increase your digital engagement and online conversion.

Launch course
Deep Dive - Packaging, pricing and positioning your cloud solutions [0 h 0 m]

Repeatable cloud solutions are not developed, packaged, positioned or priced like traditional on-premises projects. Developing cloud solutions requires shifting from a traditional project or services mindset to one focused on product or recurring revenue. Sharka Chobot, Chief Transformation Officer at Neural Impact, will help cloud partners start, improve and accelerate their cloud pricing and packaging process. Leave this deep dive session with a cloud solution framework that ensures your product capabilities address the industry and workload challenges you face.

Launch course
Deep Dive - The new wave of influence: social selling and personal brand [0 h 0 m]

This deep dive session will teach you how to lay the groundwork for an impactful personal brand online and how this translates to effective social selling with LinkedIn Sales Navigator. Ryan Stott, Social Sales Enablement Program Manager at Digivizer, will take you through the basics of building a successful social selling plan, reveal the 10 steps to a perfect profile, and offer advice on engagement best practice. This session will include practical training on how to use LinkedIn Sales Navigator.

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Enabling a modern workplace with Microsoft 365 [0 h 0 m]

Powered by Windows 10, Office 365 and Enterprise Mobility + Security, Microsoft 365 is a complete, intelligent, secure solution that enables everyone to work together and be creative. Matthew Hall, Microsoft Product Marketing Manager - Office, and Nicolas Charritton, Microsoft Senior Product Marketing Manager - Windows, will talk about four Microsoft 365 solutions for small and medium-sized businesses, enterprise, first-line workers and education. This session will reinforce Microsoft's commitment to helping customers' digital transformation journeys and will highlight the value for customers and the opportunities for partners in the Australian market.

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Intelligent cloud and artificial intelligence - The game-changing capabilities of AI [0 h 0 m]

Advances in artificial intelligence (AI) are allowing organisations to interact directly with customers and offer personalised service, as well as improve their operations through process automation. Microsoft Product Marketing Manager Agnes Panosian and Microsoft Partner Marketing Advisor Ibrahim Hamza reveal what organisations need to do to prepare for AI, and what opportunities are on offer for organisations that embrace data and AI, and build their process and decision-making capabilities.

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Rapid Fire [0 h 0 m]

Rapid Fire PDFs

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