This strong-worded presentation was presented at the Microsoft Worldwide Partner Conference in 2013 and said a bunch of things that Microsoft themselves couldn't say.

3. Trusted brand
Seen as leaders
Default choice

5. 0
2
4
6
8
10
12
14
Feb-10
Apr-10
Jun-10
Aug-10
Oct-10
Dec-10
Feb-11
Apr-11
Jun-11
Aug-11
Oct-11
Dec-11
Feb-12
Apr-12
Jun-12
Aug-12
Oct-12
Dec-12
Feb-13
Apr-13
Jun-13
TEAM GROWTH
4
250
1
CUSTOMER GROWTH
Feb-10 Jul-13
$0
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
$3,000,000
$3,500,000
FY11 FY12 FY13 FY14
REVENUE GROWTH
$0 $5,000 $10,000 $15,000 $20,000 $25,000 $30,000
Jan-10
Jan-11
Jan-12
Jan-13
DEAL SIZE

6. Commissions
15%
Professional
Services
85%
INCOME
Commissions Professional Services
New
70%
Repeat
30%
CUSTOMERS
New Repeat

7. Microsoft is promoting it
Customers demand it
Competitors are selling it

8. It is not another line item
• Many SKUs and services available
It is not the same as on-premises
• Sales, marketing & technical knowledge required
You need to be leading the conversation
• Your competitors already are

9. Share case studies &
customer stories
Specialise in an industry
with domain knowledge
Provide feedback

10. Upgradecycle
Partnerecosystem
Keyplayers
Microsoft
Google
Established
partners
New to
market
partners
Shrinking
Moving to
cloud

11. START
Selling Office
365
STOP
Competing
CHANGE
Your models
and offerings
Business
Model
Transformation
Distributor
Marketing
Support
Ready-To-Go
Partner
Marketing
Engage with
Microsoft

12. E: lstrant@paradyne.com.au
T: @TheCloudMouth