You will learn 2 things: 1. Learn to build an engaged partner network by aligning right people between organizations to achieve right business results. 2. Mature your partner network using a predictable method. If you are interested to learn more, join the Smart Partnering Method group on Linkedin. Send me an email if you have questions.

1. Smart Partnering Model Chaitra Vedullapalli Chaitrav.com|5105794945

2. Opening Slide Hi, I am chaitravedullapalli, Sr. Director at Microsoft. I lead the information workplace for Microsoft Sales Force. I lead the strategy and investment planning for self service experience for Microsoft Partner network In my past life at Oracle, I lead the design and implementation of partner incentives I released my book called PartnerTweet to raise money for Children’s hospital Personally I am involved in the community to help children contribute their time and creativity to help Children’s hospital.

4. What to expect today Top Insights on Rookie to Rockstar report 5 focus areasto smart partnering How to mature my partners Next steps

5. V = N(N-1) “The value of a network is proportional to the square of the number of users of the system.” Robert MetcalfeTechnology pioneer, co-inventor of Ethernet, and founder of 3Com(circa 1980)

6. What to expect today? From Rookie to Rockstar Smart Partnering Method Partner Maturity – How? Next Steps

7. What are your expectations?

8. Partner maturity is not a linear process Maturing partners is a critical process Spend smarter on support resources Focus on engagement Top Insights – Rookie to Rockstar Report

11. Ecosystem managed on a relationship-by-relationship basisEvolution of Ecosystem

12. Lead The Change Define Burning Need A Compelling vision Engage your company Smart Partnering Model – 5 Key Areas Focused Segmentation Give as Good as you Get Focus on Maturity Focus on “Winning Together” Vision alignment decision makers Go To Markets Make your assets work Incent them well Invest in marketing Mature their competency Make them successful Keep them engaged RIGHT CUSTOMERS One EXPERIENCE Right KNOWLEDGE Focus Topics

13. DEFINE PAINT ENGAGE BURNING NEED COMPELLING VISION ENTIRE COMPANY IDENTIFY CHANGE LEADERS LEAD CHANGE

14. SECURE DEFINE LAUNCH COMMITTMENT JOINT VISION NEW Create a Business Case Build a Pitch Deck Secure Executive Leadership Commitment Identify the RIGHT people from key organizations Conduct Leading Change Workshop (1 week) Agreement on Burning Need (WHY) Define Collective Vision (WHAT) and Game Plan (HOW) Define Success KPIs Program Brand Partnering Model Network Engagement Incentives Products Services BUILD GOVERANCE Implement engagement rhythm Track your KPIs every week Implement personalized marketing and communication Make decisions together on critical topics LEADING CHANGE DELIVERABLES

15. PARTNER MATURITY MODEL Grow Partner Nurture Partner 4 Maturity Levels 10 Business Functions

16. LEVEL 4 DYNAMIC LEVEL 3 Ideal LEVEL PROACTIVE LEVEL 2 REACTIVE LEVEL 1 BASIC *IAMCP Model developed by Per Werngren Methodology

18. Joint Business Planning A 12-month plan with monthly follow-up LEVEL 4 Activity based LEVEL 3 DYNAMIC Ad-hoc PROACTIVE Takeaways Sit down with partners and just explore opportunities Identify the gaps in your offerings Create a circle of trust and meet in a rhythm Quarterly good Monthly great Weekly is Nirvana!  LEVEL 2 Not at all REACTIVE LEVEL 1 BASIC

19. Pipeline Shared with defined rhythm + in-person meetings + Core DNA of sales teams LEVEL 4 Sharing specific campaigns LEVEL 3 DYNAMIC Ad-hoc sharing Takeaways Two way street Bad partnering is when someone takes and never gives Share pipeline on the web Buy in from the top – VP of Sales need to meet in a rhythm Make partnering an agenda item in sales team meetings LEVEL 2 PROACTIVE No sharing REACTIVE LEVEL 1 BASIC

21. Review every year

22. Don’t make it exclusiveLEVEL 2 PROACTIVE No template LEVEL 1 REACTIVE BASIC

25. Readiness & Certifications Scalable process to certify people, create awareness in the marketplace, revenue potential LEVEL 4 Provides standard certification and readiness curriculum LEVEL 3 Train one partner at a time DYNAMIC Takeaways People are your brand ambassadors, educate them well. Teach your partners to ALWAYS see the big picture from the customer point of view. Create value in your education & certification program, great monetization model if implemented well LEVEL 2 PROACTIVE No Plan REACTIVE LEVEL 1 BASIC

26. Market Messaging Fully Integrated Marketing within partner circles – one effort LEVEL 4 Reactive, Adhoc messaging, basic recognition of partners and capabilities LEVEL 3 DYNAMIC Adhoc, only tell when people ask or opportunity occurs Takeaways Even lawyers do it! Fly each others logotypes on your website Tell the story of partnering on your website Business cards should tell about partnering Consider naming your circle of trust LEVEL 2 No messaging PROACTIVE LEVEL 1 REACTIVE BASIC

28. Resource Utilization Pre-defined rate cards for sharing resources + Access to Architects for Sales activities LEVEL 4 Pre-defined rate cards for sharing resources + Access to Architects for Sales activities LEVEL 3 Partner on a case by case basis when there are opportunities DYNAMIC Takeaways Commit to a pricelist or revenue sharing model - Goes both ways… Be clever and narrow your own specialization Try to help out on bench sharing Priority to your own circle of trust LEVEL 2 Some times being the subcontractor PROACTIVE LEVEL 1 REACTIVE BASIC

29. Customer Service Automate the process and provide insights to partners to improve their experience with customers LEVEL 4 Proactive measure customer satisfaction and collect references LEVEL 3 Do 1:1 meetings with customer to understand their experience with partner engagement DYNAMIC Takeaways Delighted customer are the only advertisement everyone believes – Take it seriously Listen to your customer to innovate and build the right and lasting partnerships Customer Intimacy is very important to growing your business. Ensure your partners take it very seriously. LEVEL 2 PROACTIVE Not at all LEVEL 1 REACTIVE BASIC

30. Assess your partners systematically Assess your partnership with vendors Assess your partner program 3 Uses of Partner Maturity Model

31. Partner Maturity Tracker - Demo

32. TRIVIA

34. Maturing partners is a not a linear process Inspire and Lead change Give as Good as you Get Final Takeaways

35. How to get connected? Chaitra Vedullapalli Sr. Director, Microsoft Corporation Email : chaitrav@microsoft.com | Phone : 510-579-4945 Follow me on Twitter | Check out My Blog | Connect me on Linkedin