How to become a BPOS reseller
Don’t leave money on the table…or your
competition will take it!
Slides 2-8: general overview of BPOS and why
Slides 9-13: detailed signup process (links and descriptions)
Slide 14: sales portal links (create trials, orders and order management)
Slide 15: pre & post sales and technical support (phone and email)
Slide 16: Cloud Champion Program (very important–you need to learn
more!)
Slide 17: Free use program (up to 250 BPOS license for internal use)
Slide 18: Westcon Microsoft Team contact info
Why Choose Westcon
Our Value
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Solutions focused Microsoft sales specialists
Expert Microsoft licensing team
Microsoft focused presales system engineers to assist with
integration with Cisco, Avaya, Polycom, and Legacy
communications systems
Microsoft focused presales system engineers to assist with data
center virtualization
Microsoft Sales Champions embedded throughout the complete
Westcon Group sales organization
Complete multi-vendor planning, integration and deployment
services offerings
On-line product queries and ordering
Timely communication on all program/pricing/promotion details
Fast turnaround time on all Microsoft Open License orders and
Open License confirmation delivered electronically
Westcon’s Microsoft Strategy
Westcon Strategy
• Visibility - Across Westcon Group Business Units
• Velocity –Increased Opportunity Landscape
• Volume – Sales Acceleration/New Market Capture
• Positions Microsoft as a
differentiator/enabler - providing a
unique UC & C value proposition
• Increases Microsoft visibility across
the complete converged
communications landscape from data
center to end-user
• Provides resellers with a Microsoft
centric strategy for deploying voice,
video, messaging and collaborative
applications effectively
• Provides reseller tools that help
resellers showcase, sell and support
Microsoft technology
• Provides a wider range of new
revenue capture opportunities across
the Westcon Group solutions
spectrum
Industry Trends
32%
Market Growth
25% New
Software Share
$20B
Revenue
32% CAGR
WW SaaS forecasted,
2007–2011
(IDC)
25% of new
business software
will be delivered as a
service by 2011
(Gartner)
$20B market for
SaaS sales by
2011
(IDC)
6X Services Revenue for Partners
Institute of Partner Education and Development 2008
Respondents cited reduced TCO, reduced
infrastructure costs, faster "time-to-value"
and quicker access to patches and
upgrades as key reasons of the increased
spend on SaaS.
IDC
November 2008
“[Microsoft] has the potential to provide richer
apps with more features… The integration with
other Microsoft apps and platforms may also
be attractive for enterprises heavily invested in
Microsoft technologies.”
Forrester
November 7, 2008
Why Westcon for BPOS?
Increase Your Profit Margin with Recurring Revenue
Westcon is uniquely position as a Value Added Distributor.
With our specific focus around Microsoft BPOS and Unified
Communications we are your choice for a Distribution
Partner.
■ We will show you how build a profitable cloud services business
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within specific market segments
We will walk you through the registration process.
Make you aware of the RTG, marketing campaigns.
Educate you on the partner earning potential.
Help you understand the ordering process.
Coach you in quoting new opportunities.
Sign you up for our lead generation program.
Feature Overview
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25GB default Mailbox allocation
Outlook and Web Access
Anti-Virus/Anti-Spam
Shared Calendars, Contacts & Tasks
Active Sync Mobile Devices
Blackberry Device Support*
Compliance Archiving*
Web Conferencing
Small group collaboration to large events
Desktop sharing, chat, question manager
Training support and virtual breakout rooms
VOIP or PSTN voice support
Live 360 degree panoramic video
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250MB storage allocation per user
Collaboration
Portal
Enterprise Content Management
Search
Business Process Forms
Platform & Extensibility
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Instant Messaging and Presence
Group IM
Address Book Search
Distribution List Expansion
File Transfer
1:1 Audio and Video
* Optional capabilities at additional cost
Highly Secured Datacenters
Business Class Reliability and Security
Delivering highly secure, private, and reliable computing
experiences based on sound business practices
Filtering Routers
Key Features
Geo-redundant datacenters
N+1 architecture
9 layers data security
CyberTrust certified
Secure access via SSL
ITIL/MOF operational practices
24x7x365 support
Backed by 99.9% uptime SLA
Firewalls
Intrusion Detection System
System Level Security
Application Authentication
Application Level Counter-measures
Virus Scanning
Separate Data Networks
Authentication to Data
BPOS - The Cloud Advantage
Cloud Delivered Services
 E-mail, instant messaging, and
collaboration services are businesscritical and demand high availability.
 Continually-evolving technologies,
and an increasing number of data
security threats, as well as policy and
regulatory requirements can make
managing a messaging and
collaboration system costly and
complex.
 Microsoft’s Business Productivity
Online Suite (BPOS): a set of hosted
messaging and collaboration
solutions including Microsoft
Exchange Online, SharePoint Online,
and Office Communications Online.
Resources
Quickstart For Microsoft Online Services
The next few slides are going to guide you thru the 4 step
process to become an MSFT Authorized Cloud Services VAR
**make sure that you admin rights to Partner Network
Click here to sign up for BPOS today!
Resources
Step 1
Click thru online training
– total time about 30 mins (or less)
Click here to sign up for BPOS today!
Step 2
Resources
Accept the Online Partner Agreement
– this is an online section that must be done
by the admin or someone with admin rights
Click here to sign up for BPOS today!
Resources
Step 3
Online assessment, only 11 questions and takes
about 10 minutes (or less – basic recap of step 1)
Click here to sign up for BPOS today!
Resources
Step 4 (final step)
A.) Fill out W-9
Link:
http://www.irs.gov/app/picklist/list/form
sInstructions.html?value=w9&criteria=formNumber
B.) Fill out bank forms
(how you get paid!)
Link:
https://partner.microsoft.com/global/produc
tssolutions/40104865
C.) send in forms
to MSFT
You can send tax forms,
bank detail forms, and
invoices to Microsoft in
one of the following
ways.*
MOSPfeesaoc@msdirec
tservices.com
By fax:
425-708-7150
By mail:
Microsoft Licensing, G.P.
Attention: MOSP Fee
Payment Team
6100 Neil Road,
Suite 210
Reno, NV 89511 USA
Click here to sign up for BPOS today!
Resources
VAR Tools
• Partner Order on Behalf
https://sales.partner.microsoftonline.com/
• Allows VARs to create trial and
customized orders to send to end
customers via URL
• Partner Commerce Dashboard
https://partnerdashboard.microsoft.com/
• Allows VARs to track trials, sales,
conversions, revenue, expired orders,
etc.
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Partner Delegated Administration (Accelerate
partner only)
https://admin.microsoftonline.com/
• Allows VAR to administer customers’
accounts remotely
Microsoft Business Productivity Online
Suite - Partner Support
Program Support
(Includes all inquires regarding: how to join, benefits of and resources for the Microsoft Online Services QuickStart Program)
Contact Regional Support Center (RSC)
North America 1 800-765-7768, [email protected] or visit https://partners.microsoft.com/PartnerProgram/ContactMicrosoft.aspx
Rest of World visit: https://partner.microsoft.com/global/supportsecurity/40032423
Pre-Sales Support
Delivery Support
Technical Support
(Technical Sales Assistance – includes
inquires about how to effectively sell
Business Productivity Online Suite)
(Technical Advisory Services- helps
partner deploy Business Productivity
Online Suite to customers)
(All Break Fix issues, Partner Care
questions and routing)
U.S. Technical
Sales Assistance
(TSA)
1-800-426-9400, x82973
[email protected]
U.S. Technical
Advisory Services
(TAS)
1-800-426-9400
[email protected]
https://partner.microsoft.com/US/s
upportsecurity/technicalsupport/40
012316
U.S. BPOS
Technical Support
1-866-MSONLINE, 1-866-4418425, (425)-704-4614
https://admin.microsoftonline.c
om/login.aspx?ReturnUrl=%2fD
efault.aspx
International TSA
[email protected]
https://partner.microsoft.com/glo
bal/salesmarketingsection/400114
25
International TAS
[email protected]
https://partner.microsoft.com/gl
obal/supportsecurity/40011365
International
Technical Support
https://admin.microsoftonline.
com/login.aspx?ReturnUrl=%
2fDefault.aspx
Free & Unlimited for Gold Certified
and Certified partners
Gold – 40 hrs/year
Certified ISV Competency – 15 hrs/year
ISV Empower – 10 hrs year
Available to customers and partners who are
acting on behalf of their BPOS customers
Operational Support
(Includes all inquires regarding: order to cash, fee payments, licensing/policy questions, etc.)
https://mocp.microsoftonline.com/site/support.aspx
Revised February 4, 2009
US SMB Cloud Champions Club
Take your cloud services practice to new heights.
The SMB Cloud Champions Club offers resources, funding and training to
SMB-focused partners that have made a commitment to the cloud.
 New US SMB channel
initiative!
 Complementary to MPN
Cloud Accelerate designation
 Multi-tier program with
diverse benefits
 (Excludes LARs &
Distributors)
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Club Tier 1 Eligibility Requirement: 3+ active SMB BPOS customers and 75+ total seats
Learn More: Register for one of two Cloud Champs Club intro webcasts (9/17 & 10/1):
https://partner.microsoft.com/us/40053541
MSPP Partners who have signed
the Microsoft Online Services
Partner Agreement (MOSPA) via
process defined at
http://www.quickstartonlineservices.
com
Partners will receive the benefit
per the terms below.
Microsoft may change the
benefits with 60 days notice
For partner internal use only
For internal company use rights
For demonstration purposes
Not for customer use
Active partners who meet the above eligibility criteria will be able to receive the
following Business Productivity Online Suite IUR Benefits:
First Year
250 Seats
No Cost
Subsequent Years
Sell at least 2 new deals > 25 seats in prior year
No Cost
Sell less than 2 deals > 25 seats in the prior year
$5/USL/month
1. During the sign-up process use the promo code “Partner”.
2. Sign up for a Microsoft Business Productivity Online Suite trial using a Windows Live ID associated with your
MSPP partner organization at http://mocp.microsoftonline.com.
3. After partner organization association has been confirmed, the trial will be extended up to 250 seats for one year
before the 30 day trial expires.
4. Existing partners enrolled in the current Internal Use Rights benefit have their price adjusted in their current
agreement.
•The benefit can only be used in countries where service is available.
•IUR benefits not to exceed 500 seats.
Contacts
Willie Cash
Westcon Microsoft Business Development Manager
Phone – 914-648-0695
Email – [email protected]
Michael Warren
Westcon Microsoft Business Development Manager
Phone – 720-628-0449
Email – [email protected]